How many times have you heard this question? It can essentially make or break an introduction, and depending on how you answer, can either peak a person’s interest, or have them look over you to find someone else to try connecting with.
Networking isn’t easy. It’s time consuming, and can be disheartening when your networking is just NOTworking (see what I did there, heheh). A lot of why you may be in a networking rut may have to do with how you begin your conversation.
When someone asks you “What do you do?” How do you normally answer? Do you say, “I’m a commercial real estate agent” or do you say “I assist and consult clients in finding the ideal location for their businesses” ?
Of course, there’s nothing wrong with saying you’re an XYor Z, but there are likely thousands just like you in your area which doesn’t quite differentiate you in the asker’s mind. People will likely also wonder to themselves “Do I need that service?” I know I don’t need a commercial real estate agent, but if I were to hear the description instead of the title, it would instantly get my brain storming to think of the right referral for them-and I would most likely follow through with it as well.
The flipside of this can be just as deadly-telling someone TOO much of what you do. There’s no need to detail every aspect of your business. For example, if you were to visit my Services page, you would find a long list of what my company offers. But, when I’m networking, and someone asks what my company offers, I tell them “We offer office management virtually, we offer bookkeeping, and we offer social media maintenance needs including blogs and newsletters.” Keeping it short, keeps the door open for a possible meeting. That would be the place to expand on your details. Not in the first 30 seconds of meeting someone.
One of the great parts of networking is the referral possibilities, but how can someone refer business your way if you say “Oh, anyone looking to buy a place for their business!” No, people don’t want to have to think -be specific, “I’m looking to connect with those in the medical field who want to branch out and open their own offices or those in health and wellness, wanting to dedicate a space for their clients.” This will help the person you’re talking to think of a possible referral or prospect for you.
Communicating effectively will save you time (and sometimes money) when networking. Make the time you spend connecting with other businesses more efficient and perfect your networking savvy!