Ever thought “Why is she telling me this?” “Why am I listening?” “I want the last 10 minutes of my life back.”
My client was at a conference. She introduced herself to the woman sitting next to her – – and the floodgates opened. The woman started talking about her hip! And her surgery. And her cat! There was no space – – no air – – between her words. Have you experienced that?
Meeting people in a networking situation is not an opportunity to tell them your life story. Give people a sip – – don’t make them guzzle.
Same thing applies in your marketing speech. Some coaches will tell you to lead with your story in a presentation, and that will sell you and your product or service better than any other beginning. I don’t agree. Unless you are very famous and your story is the speech, I say, “Lead with the need” of your potential client or customer. First, you talk about them. When they like you well enough to want to know about you, then you talk about you. Then your story is appropriate. I say place it right before the call to action. It humanizes you even more.
Simon Sinek, in his book, Start With Why, says “There are only two ways to influence human behavior: you can manipulate it or you can inspire it.” I say sharing your story at the beginning IS manipulative. You inspire by respecting the audience enough to answer the questions in their minds – – not bombard them with your stuff. When you work with me, we will organize your stuff, so people are leaning in, inviting the next thing you say. After you speak, they will seek you out, to say those magic five words: “I think I need you.”
Please call me for your complimentary 30-minute value discovery call, where you get value, and we discover if we are a match to work together.
[Photo Credit: ITechCode.com]