Business Networking: When someone asks “What do you do?”…
June 7, 2009
Welcome back!
..don’t make the mistake of falling into the old formula of L + P = R
Now lets take a closer look at what that actually means.
L + P = R
Label + Process = Rejection.
Most people when asked “What do you do?” give themselves a label.
At this point, think about what “label” you give yourself. For It says nothing about you at all. It doesn’t differentiate you from others in the same field, industry or sector. Quite often if becomes a conversation stopper.
With responses like “Oh we’ve got one of those” or the questioner simply remains unimpressed, as he’s “heard it all before.”
Then most people fall into the process trap. Whereby they actually just answer the question with a boring statement about the process they provide, completely indifferent from others in the same field.
So what can you do to remedy this, extend conversations, and start acquiring most business cards from interested parties?
Elevator Pitch: How to qualify your prospects
March 18, 2009
Ever been on the phone and you wanted or needed to articulate how you can help a prospect or at the very least, persuade them to listen to you.
Or, perhaps you’ve been to a networking event and someone asks you “What do you do?”
You could use this format for creating an elevator pitch…
” We help [Job title1], [job title2] and [job title3], of [organisations in a specific niche], who suffer from [problem1], [problem2] or get stressed about [problem3] and help them to [benefit1], [benefit2] and [benefit3]. ”
Chances are, the majority of your competitors probably say what they do, and tend to talk about what they know, have or go into great detail of their delivery process, instead of Whom they actually help, why and what the prospect will actually get as a result.
If that is the case, think about how you can turn this to your advantage. 
The elevator pitch can be used to help target and qualify prospects, and can be used on business cards, voice mail, online profiles, and other places, where prospects can say “that’s me.” or “I have that problem”.
What do you do?
February 13, 2009
Some networkers fear having nothing to show for all their networking at the end of the month, of attending between 3 and 10 networking events per month, and spending a lot of money indirectly on all sorts of hidden marketing costs.
Many networkers are too keen to talk and talk in reply to being asked “What do you DO?“, and thus boring the questioner/prospect, instead of following through and asking a Killer question that can help qualify the prospect then and there, more importantly it shifts the emphasis of the conversation to the prospect instead of the networker.
Don’t practice selfish marketing at these events and keep talking about yourself, enquire about the other people, and get them talking - you want, perhaps need, to get to know them better.
How many times have you seen someone shake hands and talk, while the other person is looking round the room to speak to someone else, as they’re already bored, and looking for someone else they recognise and desperate to get away…
The networker also then goes into panic mode and offers their card in FEAR of losing the unqualified prospect
BBRW - Business Networking & Referral Marketing System
October 4, 2008
BBRW is a powerful referral marketing system than can generate upto 100 referrals a week.
It is a very powerful, and proven Business Networking & Referral Marketing System, and in this
shot video tutorial you’ll discover how Iain Whyte, a Regional Director with BNI generated over
700 referrals in less than 2 weeks.
marketing tips #22 - Free Business Networking ROI Calculator
September 26, 2008
Do you regularly attend Business Networking Events?
Do you get many requests for your business card at business networking events?
Are the hidden marketing costs of your FREE word of mouth marketing campaign spiralling upwards?
Do you feel nervous or reticent in following up prospects after a networking event?
Are you generating the return on investment you want from your business networking?
Have a peek of this video.
Click Here, for a FREE Business Networking ROI Calculator
Business Networking: Ever had prospects waste your time?
September 20, 2008
Have you ever gone to an appointment….
…been upto till 1.00am the night before, preparing….
you spend 2 hours to get there just to have your brains picked…
…your ideas stolen, or worse still even documented by way of a false request for a “proposal”?
Have you ever felt, you answered every one of their questions just to be told/asked -
“Can you put that in a proposal for us?” or worse still you get the appalling - “We’ll let you know…”
and nothing happens.
On my workshops, I tell the story, that the turning point for me was when I travelled from 57°09′N, 02°05′W, all the way down to
the IOD in Londonium to meet a chap….
…who despite 2 phone calls, 3 emails, and a document sent in advance of the meeting (at his request), and him failing to
answer 4 or 5 seriously pointed questions, that I realised he simply wanted to know what I knew, and there was absolutely no
chance that he was going to put his hand in his pocket, so I simply stood up at the meeting, voiced my disappointment, shook
his hand and walked out.
Recession Marketing: Better Business Networking
September 19, 2008
Recession Marketing
Business Networking
Recession Marketing: Business Networking Tips
September 18, 2008
Some networkers fear having nothing to show for all their networking at the end of the month, of attending between 3 and 10 networking events per month, and spending a lot of money indirectly on all sorts of hidden marketing costs.
Many networkers are too keen to talk and talk in reply to being asked “What do you DO?“, and thus boring the questioner/prospect, instead of following through and asking a Killer question that can help qualify the prospect then and there, more importantly it shifts the emphasis of the conversation to the prospect instead of the networker.
Don’t practice selfish marketing at these events and keep talking about yourself, enquire about the other people, and get them talking - you want, perhaps need, to get to know them better.
How many times have you seen someone shake hands and talk, while the other person is looking round the room to speak to someone else, as they’re already bored, and looking for someone else they recognise and desperate to get away…
The networker also then goes into panic mode and offers their card in FEAR of losing the unqualified prospect
