Business Referral Network Blog

One of the things many starting sales people struggle with is communicating with others what they do and who they do it for. Until you can clearly communicate your message it is very difficult to generate word of mouth leads. Nowhere is this more apparent than in the networking groups spread out across the country.

In a typical networking group you have the opportunity to stand up and introduce your self and your company. You have 60 seconds to deliver a message that is easy to remember and so clearly communicated that the people in the room can carry it with them. The goal is to have these people remember you when they are in front of a client or prospect and to be able to advise them on why they should talk to you.

Years ago I was in a networking group where each week a member would stand up and say “ hi, my name is X and I am with Mary Kay. A good lead for me is anyone with skin”. Need less to say she did not get many leads so she left thinking that the club and networking did not work.

My good friend Patrick Peters of Senior B2B Networking, LLC taught me many years ago that there is a structured way to create an effective your commercial.

Start with the basics – What do you want to communicate?

1. 1. Name
   2. Location
   3. Services
   4. Profit/non-profit
   5. Credentials/cross training
   6. Patient to staff ratios
   7. Philosophy

2. What is important? What ever you want people to remember, give it to them last.
3. Always include a call to action: A good lead for me is….
4. Will they remember you? Use stories and experiences.
5. Use your tag line if you have one. (if you don’t get one) Your tag line should follow your commercial and explains your product or service.

Now put it all together.

Hello, my name is__________.

Introduction and body of commercial. Use your top 5 basics and include a story or experience if possible.

A good referral for me is ____________

Your tagline

As an option you can repeat your name and company name again, especially of there are new people in the room.

Follow this plan and keep on tweaking until the people you network with can clearly communicate to others what you do.

Terry Mickelson founder of PageViews, Inc. has the search engine optimization experience and implements best practice methodologies to achieve top placements for client sites. PageViews, Inc. is based in Scottsdale, AZ.