Comments on: What To Do “Before” You Start Networking

By: Hilary Shantz

Hilary Shantz — Tue, 27 Nov 2007 16:05:48 +0000

Hi Ivan,

I am a REALTOR in Oakville, Ontario and member of newly launched BNI Ignite! I have zeroed in on “what are the benefits of what I bring to the table” rather than just “features” of my service. This led me to a four part value proposition:

Consultation
Education
Opportunity
Results!

And these are things I provide on an ongoing way for friends and clients in the field of real estate. BNI has forced me to clarify and communicate why people should do business with me. Loving it! Hilary

By: Wahoo

Wahoo — Sat, 06 Oct 2007 09:14:10 +0000

Thank you for sharing!

By: Brian Alcorn

Brian Alcorn — Sun, 30 Sep 2007 18:33:01 +0000

I remember a few years ago, I was doing business development for an engineering consulting company. I can remember several people who said to me, “Brian, I really want to refer you, but I don’t have ANY clue what you do as an engineer!” (Now this was after I had explained what I did dozens of times already!) With me being an engineer and engineering being a field that is perceived as being hard to understand, it really made it difficult for them to know where to begin.

Since these folks had a desire to refer me, I taught them questions that they could ask when they meet a potential referral. For example, when you meet an architect, I asked them to say, “Are you happy with the engineers you are working with?” or “Are your consultants keeping you from meeting YOUR schedule?” Next they could say, “Would you like to meet Brian?” No technical details were needed.

Usually people want to know what your complicated service or product will do for THEM and very often that is not complicated at all. I remember a mentor who used to tell the young engineers before a “dog and pony show” (sales presentation) to “tell them what time it is, not how to build the watch.”