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In Part 3 of this series, we discussed the importance of effective networking and the huge advantage over every other business owner attending that event.  You know who your ideal client is, and you can begin the sorting process right away!  Remember, you have very limited time to do this at networking events.  You may only have forty-five minutes to speak to more than one hundred prospects who fit your ideal client profile. (more…)

In Part 2 of this series, we discussed the importance of developing at least 2 different elevator pitches… one that’s approximately 30 seconds long, which you can use when you have sufficient time to use it effectively; and another that is shortened up to around a 10 second version, to use when you attend a networking event.  Let me explain some reasoning here. (more…)

When you find yourself at a networking event, walk up to someone and ask them what they do.  They will give you a very short answer such as “I’m a lawyer” or “I’m a financial advisor”.  By the way, that’s NOT what they do, that’s what they are.

The good news is, when you ask them what they do and they give you that brief answer, they will feel obligated to now ask you the exact same question.

“So, what do you do?”
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Imagine this scenario: you step into an elevator and the person standing there gives you a friendly nod.  You exchange greetings.  You ask him what he does, he tells you, and then he asks you, “So, what do you do?”  You’ve got about thirty seconds to respond.  What do you say?

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What is “extraordinary” value?  It’s not an easy answer to come up with, since it only means what your prospect thinks it means.

Value to a prospective client involves a solution to what ails them.  It’s the solution to their ‘hot buttons’ – the biggest problems, frustrations, fears, and concerns they have when they buy what you sell.

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