Before reading this article, I would suggest that you read How to ‘Be the Best and Beyond’ in Career, Business and Life.
When you meet someone for the first time at a networking event, there are three types of informational components that must be exchanged in order to start building a relationship and initiating the ‘know, life and trust’ factor.
- Your name.
- A statement of the one thing you do Best, in response to the question, “What do you do?” Please remember that this is not an opportunity for you to list of all your skills and talents.
- A brief example of a Testimonial, of your skills and talents. Briefly show how you have helped your clients solve a problem or how you provided an outcome that produced an experience, provided pleasure, eliminated pain, generated more money, brought in more customers, etc.
Number two above (the statement) should consist of only five to six words that describe what you do Best. Remember your statement should be jargon free and must be fully understandable by a ten year old. This allows you to be colorful and exciting because you can use vivid words.
After all, you want to create interest and there’s no better way to do so than through the choice of the words you use. For example, instead of describing yourself as a “marketing consultant,” why not say what you do Best: “I help people get the word out about their products and services.”
Now for the Test. You could say, “Several weeks ago, I wrote a press release that resulted in my client’s story being featured in the business section of the Houston Business Journal. Her phone has not stopped ringing.”
Elevator speeches and 30-second commercials are best used when you’re asked to give an overview, introduction or information about you and your services, in 30 seconds or less. Your response to “What do you do?” is not the time to give your elevator speech or deliver your 30 second commercial.
When making a new connection — the goal is to spark conversation and educate the other person about your beliefs, character, integrity and credibility factors. That is why it’s called a Best/Test.
The Best/Test is explained in more depth in the CD series: Making Connections, Building Relationships for Massive Results & Maximum Profit$. You will learn additional Best/Test ways to expand your marketplace presence and gain more clients. This series will provide you with a model that identifies how to build long-lasting relationships that lead to maximum profits.
In summary, here are a few tips to remember:
- Tell your talent, not your title (titles tell what you are, not what you do)
- Avoid acronyms and jargon
- Talk about your title and the name of your company much later in the conversation
- If you wear multiple hats, prepare multiple Best/Tests
Remember, people do business with those they know, like and trust.© Copyright 2012 Laureen Wishom