firehose

Are you drinking from a firehose?

When talking about their business with their potential referral sources, I see many entrepreneurs try to get in everything they do in about 30 seconds. It goes by so fast, that they miss most of it; frankly, they tune out after the first few items on the list. They are trying to get others to drink from a firehose,

I encourage you to focus on one thing at a time of your areas of expertise…keep in mind that you are not marketing to your referral sources! You are, in effect, training a sales force. Your networking team is there to keep an eye out for your potential clients. If you “target talk”, that is, hone in on exactly what type of client you are looking for, better, more qualified referrals will result.

If you break your business down into its focused keywords and feature just one keyword each week, you will find that you become much more effective in training your sales force. They will learn more about each thing you do and be able to recognize when they are in front of someone who really does need your product.

This skill set is especially productive when you are meeting weekly with a strong contact network. The difference between trying to say it all each week and focusing on one aspect of your business each week is huge! The impact that this will have on your referral sources is also huge. As you discuss each keyword, share an example with a client story, things you can show and tell that will cement this aspect of your business in your referral sources’ minds.

Facts tell, but stories sell

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