Getting comfortable with the 'What do You Do' Question
In parts one and two of this series of blogs on winning more business through networking I covered some of the foundations. The key to effective networking is all about building advocacy with the right people and getting clear about your target market is essential to identifying the right people for your business network. Another essential part of building advocacy is being able to leave people with a clear idea of what you really do so they can spot opportunities for you.
A great way of doing this is to put yourself in the position of your client to understand what they really buy. This can also help in those awkward moments when someone asks what you do. These questions should help you with this.
★ What are the issues your clients have that they need help from you to solve?
★ How do you solve those issues?
★ What are you best results?
★ What would they share with others about this?
You can then put this all together in a way that engages others when someone asks what you do;
► You know how (target market + problem)
► What I do is (how I solve the problem)
► The result is (outcomes)
► The benefits are (what you would like your client to tell others)
For example, with my NRG Hat on, when someone asks me what I do then I answer something like the following.
"You know how the owners of service companies & partners in professional firms get their business through recommendation, but need more?
Well at NRG we run facilitated networking groups where they can do that by building advocacy with others like them. Over time they build an extended network so their route to market is in place and they get to spend most of their time doing what they enjoy and do best."
If I have time I then share a story like the ones in these NRG case studies.
In the next blog I will be covering how you can identify the right people for your network now you are clear about your target market and proposition.
For links to all 8 blogs in the series go to How To Win More Business Through Networking.