Sell me a story

by Richard White on February 1, 2013 · 0 comments

RecitalOne of the things you will find amongst top networkers and top sales people is the use of client stories to communicate the value of what they do. You not need to be a budding JK Rowling or a witty raconteur to tell the type of stories that get results. Just talk about your day to day experiences in helping your clients. Here are three of the most important aspects of client stories that communicate value, build trust, and generate those all-important sales opportunities: [click to continue…]

Put your hand up if you know that just being good at what you do is not enough to guarantee success in business (or anything) these days.

If you’re in business, you’ll understand that it’s not enough to be a technically good, or have a good product. You’ve got to market yourself, your products and services so you’re not the best kept secret in the world.

In short, you’ve got to be easy to find and easy to engage. It’s no good being great but anonymous. If you have a business development angle to your role (and let’s face it, who doesn’t, these days?) then you’ll be familiar with the term networking. You’ll also know that, if it’s done right, it can be one of the best low-cost and no-cost forms of marketing there is. [click to continue…]

There are three key questions you need to ask yourself before bagging a big referral.

Let us start with a basic networking question: what motivates you to do what you do?

Like most people you are probably working to put your children through school, to pay you’re your mortgage or to live a better lifestyle. However, clients want to know what really motivates you and why you chose this profession.   [click to continue…]

“The worst time to think of the best thing to say is when you’re saying it!”

Rob Brown

 When you introduce yourself to strangers (and friends) at networking events, can you tell someone everything they need to know to refer you, in just 60 seconds? This is your elevator pitch – your compelling answer to the question ’What do you do?’ [click to continue…]

Mentoring – are you up for it?

April 12, 2012

  I just came off the phone following a random conversation from a person I don’t know.  It was created due to noticing a desperate status update that I read on FaceBook where she was stating how hard life was as a single mum with 4 young children and how much she wanted to start her own business.   For some reason we were connected to FaceBook, we were already ‘friends’, her status came past me as I checked the news feeds from my network. I commented on her update saying “sending love sounds like a challenging time for you” [...]

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Get a reputation as a connector.

October 6, 2011

I was recently asked what I would like my legacy to be. “Simple” I replied “I want to look down on the people at my funeral and know that they all know each other because of me.” Having a reputation as a person who knows great people has been a huge benefit to me. I love to make connections between them and am constantly listening out for opportunities to do so. I have a wall of Thank You cards at home, most of them telling me about an amazing outcome thanks to one of my connections. When I am asked [...]

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