At networking events how do you answer the question, “What do you do?”
How you answer that question may determine the effectiveness of the rest of the connection opportunity. You have an opportunity to distinguish yourself from others in your line.
The most common way to answer the “What do you do?” question is to name your profession. “I’m a realtor.” “I plan weddings.” “I’m an accountant.” But these answers put you in the same class with thousands of others. Why would anyone want to give you their business or refer their friends to someone just like everyone else?
The second and equally ineffective type of answer is to tell process. “I host seminars.” “I fix computers.” Again, so do many others.
The most effective type of answer is to say it in terms of the unique benefit you offer. Couch it in terms of the prospect’s point of view. What’s in it for them? What makes you different from others in your industry?
“I help small business owners and sales professionals get limitless referrals and sales through business networking.” The prospect gets more referrals and sales. That’s a good thing, right?
“I help you tame your misbehaving computers.” If someone replied with that, do you think you would remember him?
The main purpose of networking events is to build connections with people—to help them get more business and to get them to help you do the same. By answering the “What do you do” question effectively you can increase your referrals and sales.
------------------------------------------------------------------------
To receive an e-book copy of my second book, 1000 Brilliant
Achievement Quotes, and subscribe to my free newsletter, go to http://www.OrdinaryPeopleCanWin.com/1000free.htm.
Visit my other sites at:
http://www.DavidDeFord.com
http://www.OrdinaryPeopleCanWin.com
http://www.WabashTraceEnd2End.com
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment