|
So, what do you do? How to nail your networking intro
Elevator speeches. 60 Second Commercials. 30 Second Commercials. Personal Introductions. Networking Introductions. Defining Statements. Positioning Statements.
Ahhhhhhhhhh! Which one do you use? And when? And with whom?
Tough question. Especially because since the early 90's, tens of thousands of articles, books, manuals and guides have been written on the topic of networking. And all of them address various techniques on how to answer the question: "So, what do you do?"
Because you never know how much time you'll have to introduce yourself, I suggest starting at the top with the following exercise. Take five pieces of paper. Assign one of the following sentences to the top of each sheet:
· Who you are
· What you do
· Whom you do it for
· How you do it
· What happens as a result
Write down all the words, characteristics, ideas, phrases and the like that pertain to each of these areas of your introduction. Have fun! Spend at least a few minutes on each sheet. The whole point of starting with this activity is to understand the full scope of you and your business.
Back to the Bottom
Now that your mind is swimming with dozens of key points about your work, it's time to get down to the "Bare Bones Intros." These are pithy one-liner type sentences that grab attention and intrigue the listener. Just be sure your Bare Bones Intro includes what you do, whom you do it for and what happens when you do it. So, write out different versions. Say them out loud. Share them with friends and colleagues. And eventually be able to pick out the most effective ones.
Anytime, Anywhere
There is a time and place for networking: ANY time and ANY place. With that in mind, take the material you brainstormed from earlier and put it to use in possible scenarios.
· Scenario 1: You have five minutes at your local association meeting to introduce yourself via speech to 100 strangers in the audience. What would you say?
· Scenario 2: At the sub shop you go to once a week, the teenage cashier says, "Hey there! It must be Tuesday again, huh? Good to see ya! And you know, you always come in here, but I don't think I know what you do..." (Remember, the line is long.) What would you tell her?
· Scenario 3: You're participating in a rapid-fire-speed-networking-blitz type activity in which you have less than 30 seconds to introduce yourself to 25 people in a row. GO!
· Scenario 4: You're dressing in a hurry in the locker room when the new guy introduces himself. He notices your briefcase and asks, "So, where do you work?"
· Scenario 5: You email a complete stranger who was referred to you by someone in your network. She probably gets 100 emails a day, so you don't want to make it too long. What do you write?
· Scenario 6: As you fill out your new credit card application, you notice two boxes. One says, "Occupation," and the other says, "Please explain in the space below." It's a small space. Better make it quick!
· Scenario 7: Your spouse runs into her boss at Happy Hour. You shake his hand and he says, "Nice to meet you! So, what do YOU do?" (You think he's had a few.)
Nailing Your Networking Intro
All specifics aside, the most important part of a Networking Intro is: always be memorable. According to Ivan Misner, founder and CEO or Business Network International (BNI), "The ideal introduction is brief and memorable - one that provides enough impact to arouse the interest of those to whom you're introducing yourself and get them to join your word-of-mouth team."
So forget about the elevator. And stop thinking about networking as a commercial. Networking is the development and maintenance of mutually valuable relationships. And those relationships are initially sparked by your ability to effectively, concisely and memorably introduce yourself when someone says, "So, what do YOU do?"
By Scott Ginsberg. Scott is the author of three books and a professional speaker who helps people maximize approachability, become unforgettable, and make a name for themselves.
AccountingWeb – Nov 2007
|
Full Newsletter
