Make yourself stand out from the crowd - Paul Johnstone

How to make yourself stand out from the crowd?  

Apart from dressing like Coco the Clown and doing magic tricks, or entering the networking event doing acrobatics, what is there?

Two things spring to mind: 

Have an elevator pitch ready for every eventuality.  You will get better results if you can mix and match to suit most situations.  Most of you will have an elevator pitch you use at events and exhibitions.  So it will be helpful if you also have phrases you can use at Smaller gatherings and events.

However you also have an opportunity to present your 60 seconds at your weekly networking event.   The headline writers amongst you may well have some great opening lines already lined up. 

I have come up with a couple of Headlines you may like to trial in both written media as well as an arresting opening to your 60 seconds.

Here goes:

The Secret Of Get Your Prospects To Say "Yes"

The Secret Of Get Your Prospects To Say "Yes" In Just One Minute


Yes YOU Too Can Learn How To Get Your Prospects To Say "yes" With Ease!


Then you can try some of these:

Want free insurance? Ask the man from (your company)

Don’t get stuck in a rut – get ahead with XXX

You all know banging your head against a brick wall is a bad idea!

If you gould do this ( your solution) wouldn't your life be so much easier?

Once you get into the stride you will create lots of arresting headline grabbers and open statements you will have a field day.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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How to get your own back on poor customer service

I found this piece on You Tube and it made me laught out loud.

But the truth is it highlightes a common problem - Awful Customer Service"

This is a great prank so give it space

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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10 Open Ended Networking Questions

How to listen to other networkers - using of open questions

Plenty of research has been on why and how open questions work over the years. It has revealed that when talking with a fellow networker or prospect, it is important that you don’t lead or persuade them to answer these questions in a particular way. It’s more important to have them give you a genuine, honest answer hat can involve them in the process.

Many questioning tips include steering clear of yes or no questions by asking open ended question. Open ended question usually start with the words how, what, which, when, or where.  Some of you may be familiar with Kipling 6 serving men, which was how I learned them.  "I keep six honest serving men and true; they taught me all I knew; their names are why and what; and when, and where and how and who." Oh yes, and: "How much?"

Here are ten great open ended questions to help you open up a fellow networker or land a sale:

1.       “What has brought you here today?”

2.       “Tell me why are you looking for this product or service?”

3.       “Where do you currently get this product or service?”

4.       “What do you currently like or dislike about this product or service?”

5.       “What challenges have you faced in the past?”

Building rapport is another networking tip. If the potential customer feels they have a relationship with the sales person, they will be more likely to complete a sale. To help build rapport use the following open ended questions:

6.       “How would you like this product or service to benefit you?”

7.       “What is it about this product or service is important to you?”

8.       “When would you ideally like to start this?”

9.       “What concerns do you have?”

The last open ended question is a great networking tip for a situation when the sales person doesn’t get enough information to make a good recommendation in order to complete the sale.

10.     “How’s that?” or “Why is that?” and “Where do you get that?”

By using open ended questions, a good networker can make an appropriate recommendation and provide a product or service based on the customer specific needs. Introduce them to a noted supplier you network with.  These techniques make the other person feel wanted, but only if you listen to the answers.  This will lead to better qualified and a greater number of referrals for you and your colleagues.

Hope that helps

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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What not to say when networking - Paul Johnstone

Why do some people turn away from your networking pitch?  Do you know?  And specifically why people don’t seem excited by your proposition? Have you ever wonder why your competitors make more sales even though networking even with awful marketing materials?

This could be as simple as the words you use. You may wonder why people are not interested in your 60 seconds, yet sit glued to other peoples.  Take a moment to review what you are doing, yes take stock of the situation.

Language is key to your networking success.   Studied have shown using some words will decrease your response by up to 75%.

So, what are exactly the bad words you should avoid when networking?

1) Invest in – This implies that you are asking people to take out their wallet and spend money!  This should be avoided along with Buy.  As an alternative ask your self, which sounds better, “Buy this incredible product” or “Claim this amazing item.”

2) Study – This can remind people back in the old days where they need to study and understand! Try the words ‘learn’ or ‘discover’. “Discover 10 Effortless Tips To Enhance Your Golf Swing.”

3) Tell – It reminds people of the domineering political, “Let me tell you how to become a millionaire” or “Let me reveal for you the secrets used by millionaires.” Which do you think will have the most impact?

4) Issues – This phrase is not going to make your networking sound interesting. It may make people question their confidence in you and your products or services. Try to revise it to ‘tips’, ‘tricks’ or ‘techniques’. “Get these 5 excellent strategies straight away’ is best.

5) Buy Now– Nothing gets up the back of networks more than being told to buy something.  Remember you are telling and not selling.  Instead you words like if you’d like to experience this I can help.

Hope that helps

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

Please Comment on this or any of my earlier Blogs