You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help t

1) Don’t describe what YOU do.

Let your potential client know how you can positively impact his or her life. Explain how your product or service will improve the life of your potential client.

For example, when someone asks me, “What do you do?” my first thought is almost always to explain, “I’m a writer and consultant.” Unfortunately that response rarely piques the interest of potential clients. Instead I’ve learned to answer, “I POWERFULLY communicate business messages to get results.” This answer not only grabs their attention but stimulates more questions about how I might help that particular prospect.

Action item: Develop your value response to the question, “What do you do?”

2) Turn interest into appointments.

Once you have developed your value response to the action item above, you are well on your way to more effective networking. When you describe what you can do for a potential client they are more likely to be interested in what you do. After all, it’s all about WIIFM – What’s In It For Me!

My friend Ray is a dynamic individual. Coincidentally he runs Interlink a faith based organization. I recently overheard someone ask Ray what he does. Ray quickly replied “I help seniors and others stay in their homes as long as possible.” The person asking the question was immediately touched and wanted to know more. By providing just enough information to increase curiosity, Ray quickly gained interest and a new volunteer for his organization. Ray also learned of a senior in need through this interaction.

You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help th

For example, when someone asks me, “What do you do?” my first thought is almost always to explain, “I’m a writer and consultant.” Unfortunately that response rarely piques the interest of potential clients. Instead I’ve learned to answer, “I POWERFULLY communicate business messages to get results.” This answer not only grabs their attention but stimulates more questions about how I might help that particular prospect.

Action item: Develop your value response to the question, “What do you do?”

2) Turn interest into appointments.

Once you have developed your value response to the action item above, you are well on your way to more effective networking. When you describe what you can do for a potential client they are more likely to be interested in what you do. After all, it’s all about WIIFM – What’s In It For Me!

My friend Ray is a dynamic individual. Coincidentally he runs Interlink a faith based organization. I recently overheard someone ask Ray what he does. Ray quickly replied “I help seniors and others stay in their homes as long as possible.” The person asking the question was immediately touched and wanted to know more. By providing just enough information to increase curiosity, Ray quickly gained interest and a new volunteer for his organization. Ray also learned of a senior in need through this interaction.

You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help t

Action item: Develop your value response to the question, “What do you do?”

2) Turn interest into appointments.

Once you have developed your value response to the action item above, you are well on your way to more effective networking. When you describe what you can do for a potential client they are more likely to be interested in what you do. After all, it’s all about WIIFM – What’s In It For Me!

My friend Ray is a dynamic individual. Coincidentally he runs Interlink a faith based organization. I recently overheard someone ask Ray what he does. Ray quickly replied “I help seniors and others stay in their homes as long as possible.” The person asking the question was immediately touched and wanted to know more. By providing just enough information to increase curiosity, Ray quickly gained interest and a new volunteer for his organization. Ray also learned of a senior in need through this interaction.

You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help t

My friend Ray is a dynamic individual. Coincidentally he runs Interlink a faith based organization. I recently overheard someone ask Ray what he does. Ray quickly replied “I help seniors and others stay in their homes as long as possible.” The person asking the question was immediately touched and wanted to know more. By providing just enough information to increase curiosity, Ray quickly gained interest and a new volunteer for his organization. Ray also learned of a senior in need through this interaction.

You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help t

You can follow this same strategy. Always provide information that is of value even if the prospect doesn’t schedule an appointment or need your services right now. The idea is to partner with customers to help them - not to trick them into services they may not want or need.

Action items: Develop a response to further inquiries about your business or service and provide valuable information to potential customers that helps turn interest into appointments.

3) Give prospects more than they expect.

Sure, your time is valuable but so is the time of your potential customer. Maximize the effectiveness and value of your initial meeting by offering to meet pro bono (or for free). While I don’t advocate giving services away for free, a complimentary initial meeting is a good way to find out if your services are right for the customer…and if the customer is right for YOU.

Recently, Wade, an investment services broker contacted a marketing specialist to discuss ways he could increase his client base. The marketing specialist granted Wade a complimentary ? hour consultation and could have suggested all kinds of advertising and marketing placements that would have cost Wade lots of money. Instead, the savvy marketing specialist detected that it would be more beneficial for Wade to build networking skills and work on individual relationships to increase business. During this complimentary meeting both parties quickly assessed that they could probably work together in the future but the timing wasn’t quite right. Wade was grateful for the honest assessment and has since begun building relationships via the local Chamber of Commerce. When he’s ready to put together a marketing campaign, Wade knows who he’ll call.

Action item: Consider offering brief complimentary consultations to evaluate if you are a good fit with a potential customer.

4) Can’t assist? Try to provide a