The views expressed by the colleagues of entrepreneur They are personal.
Charlie Lawson, author D unnatural networkerand I usually argue about The importance of knowing how to tell a good story, Think back to the last networking meeting you attended where the participants had a chance to introduce themselves: did you find them interesting? Did he catch your attention? were they attractive? Or did you end up thinking: Do I really have to continue this conversation?
have a good story ready to tell
if you want to know people In fact listening, tell them a good story. Charlie gave me an example about a member of a business referral network (Business Networking International) named Dena.
Dena ran a real estate agency based in Yorkshire, England, specializing in short term housing. On a cold, rainy February afternoon, he got a phone call. Dena could tell that the woman on the line — who we’ll call Ann — was pretty upset by all the kids commotion going on in the background. Ann has been thrown out of the house by her partner, who left her with the kids, and she has been calling around to see if Dena can help her.
“I know it doesn’t usually happen on such short notice,” admitted Ann, “but I need a place to stay tonight.”
Dena managed to get her a piece of the property and told the distraught mother that they would work out the details as soon as possible the next day. Then, just as Dena was about to hang up the phone, he asked, “Where are you now?”
Ann told him that she was standing on the side of a road with the children, accompanied by a few suitcases and no transport. So Dena got into her car, picked up the woman and children, and took them to her temporary residence where they managed to work.
After telling this story, Charlie asked me if I would ever give Dena a business opportunity. I replied, as anyone would, with yes!
tell them something to remember
Dena realized that they were in a dire situation and that she could have made a difference for Ann and her family.
An average agent will offer short-term or last-minute solutions before hanging up on the next call. The best sell of these services is the fact that we know we’ll feel comfortable referring the agent who served us—and that’s where the storytelling kicks in. It becomes memorable and this is the kind of thing we will talk about in our later talks. The next time someone asks me about a real estate agent, who do you think I’ll remember?
Although we may not have been in that situation ourselves, the story helps us to understand how the person involved was feeling. Ann actually moved her family to a permanent apartment, but what resonates most The way Dena served its potential customer in times of need,
story telling Anything more interesting, memorable, and relatable than simple facts about the services you provide. remember the reason Why we go to networking events: To do business through referrals. We need to give our networks of contacts the tools to find those contexts and I think effective anecdotes are a great way to do that. Besides, compelling stories, as Charlie likes to say, “won’t bring people to tears.”