Facts Tell, But Stories Sell

Over the past few weeks, I’ve posted blogs on how embracing quality, adding members, and seeking engagement are all things that will help networkers and entire networking groups achieve success.  Today, I’d like to talk about an additional tactic for obtaining stellar networking results–sharing stories.

Listening closely to the information shared by those in your referral network will help you in telling positive stories about them when you come across potential opportunities to refer them.  Conducting regular one-to-one meetings with each of your networking partners will also help you become more able to share stories when you refer others to them.  Think about your many positive experiences with your fellow networkers and write them down.

A number of years ago, I met Robert Dickman, author of The Elements of Persuasion, and he taught me the formula for a good story:

  1. A story is a fact
  2. Wrapped in emotion
  3. That compels us to take action
  4. That transforms us in some way

The key here is that a good story compels people to take action and that this action transforms or helps them in some way.  I always try to re-live a story, not just re-tell a story.  Make it sound fresh and alive.  That is an important aspect of storytelling.

Remember that facts tell, but stories sell.  If you want to build your network in order to generate more referrals, overlay storytelling on top of your efforts.

The keys to success within networking groups which I’ve previously posted blogs about (embracing quality, adding members, seeking engagement) can combine with sharing stories for a powerful formula that will help members of networking groups obtain optimum networking results and business growth:

3+1 = Member Success

  • 1-Embrace Quality
  • 2-Add Members
  • 3-Seek Engagement
  • +1 Share Stories

Understanding this formula can improve your business networking success in amazing ways. 

If your networking group already employs this formula, I’d love to hear about the impact it has made on your group’s performance and results.  Please share your feedback (and stories) in the comment forum below.  Thanks!

Seeking Engagement: A Critical Step for Networking Groups

Engagement involves a promise and an action.  In order to achieve success in your group of networking relationships, you and your relationships must promise to support one another and then take the actions necessary to fulfill that promise.

There are many ways that you can become engaged.  Have you taken the time to regularly meet with the people in your network?  Have you taken the time to educate them regularly on the key features of your business so that your products or services will be top of mind in the event they meet someone with a need for what you supply?  Have you taken the time to become educated on the key features of your networking relationships’ businesses so that you can do the same?

The higher the number of people in your network who are engaged in these activities, the more likely it is that the entire group will be generating more referrals.  The reason for this is a shared vision of success and a shared implementation of that vision.

Another way to be actively engaged and educated about each others’ businesses is to do regular and consistent meetings.  Over and over, I see that business owners who have regular one-to-one meetings with their business networking relationships tend to both give AND get more referrals.

Lastly, are you focusing on your “elevator pitch”?  The best way to ensure your referral sources are going to remember what you do is to focus on communicating your business to them by breaking it down into laser-specific elements.  Sharp-shoot your pitch, don’t shotgun it.  In each of your regular one-to-one meetings, talk about one key element, product, or benefit of what you do.

According to Psychology Today, research has found that people who are “actively engaged” in a business environment are “43% more productive” than those who are not.  Furthermore, they state that engagement includes “regular dialogue, quality of working relationships, perceptions of ethos and values of the organization, and recognition.”  There’s research behind my recommending reciprocal engagement between you and your referral partners.  In fact, it’s critical to your success–and theirs.

This week, think about new ways in which you can support your networking partners in order to promote engagement within your networking group.  I’d love to hear what ideas you come up with so please leave your thoughts in the comment forum below. Thanks!

 

 

Do Your One-to-One Networking Meetings Seem Like a Waste of Time?

Have you ever heard someone in your network say, “If you don’t do one to ones effectively, you might as well talk to yourself”?  Well, it really is true–if your one-to-one meetings seem more like a waste of time than productive, relationship-building, referral generating sessions that equal time well spent, I highly recommend you watch this fantastic video.

In this short video, Lawrence Conyers of UK based Anson Corporate Media, who is not only an experienced networker but also a gifted and creative photographer, videographer, and artist, demonstrates the actions, behaviors, and strategies that make the difference between one to ones that will take you and your business to new heights of success and one to ones that will take you . . . well . . . nowhere.

Take a few minutes to watch this video (Not only will you learn from it, I’m willing to bet you’ll get a good laugh as well!) and let me know what you think of  it–I think the “Cup of Tea” acrostic is pretty clever and I also realize that now I’ll have to add “great actor” to Lawrence’s list of creative talents! 😉  Also, I’d love to hear about your experiences with one to ones–what tactics have you employed that got great results and what tactics do you think make for a complete waste of time?

To learn more about Lawrence Conyers and Anson Corporate Media, please visit: www.AnsonCorporateMedia.co.uk

Related Posts Plugin for WordPress, Blogger...
   Follow Me

Get every new post delivered to your inbox