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Needham, MA 02492



Be Memorable – No Soul Searching Required

What if you could learn more about your networking group members in one meeting than in three years of networking?

That’s what happened to me when, with one small change to our introductions, I learned more about the people sitting around the table than I had in the previous three years of twice a month listening to their traditional 30-Second Elevator Pitch.

That day wasn’t just another meeting. It marked the end of cold call selling for me, heralded the birth of the Elevator Pitch Coach, and led to the stark realization that I had been approaching networking all wrong.

I was stunned that despite dutifully attending over 61 consecutive networking meetings for this group, I still had no idea:

  • what specific problems people solved
  • who their clients were
  • what a good referral looked like – for them or for me

That day was like adding rocket fuel to our group.

Now that we understood, clearly and concisely, what everyone did, referrals started flowing.

We looked forward to the meetings.

We talked to each other outside the meetings.

We called each other for advice.

We introduced each other to other people who were a good fit.

And… the crazy thing is, many of those people are still my friends and referral partners more than a decade later.

All from a simple change in how we described what we do.

The technique is simple to explain:

Describe a recent client success

This is the single best change you can make to your Elevator Pitch.

The next time you stand up to introduce yourself at your networking group meeting, say “I’d like to share a recent client success,” then spend a few sentences talking about how you met them, why they needed you, and how you delighted them with the solution to their problem.

The hard part is – saying it clearly and concisely in just a few sentences.

Here are three real-life examples of a client success story:

Example 1:

I was working with a startup VC firm who was keeping track of their investors, investments, partner compensation and bonuses on a bunch of spreadsheets. I created an integrated portfolio management solution that streamlined their work flow so everyone was working from the same data. This reduced redundant work, reduced data errors, and provided consistently accurate information to run their business. 

Example 2:

I was working on a strategic plan with a new head of sales at a large health insurance provider.
We hired a Chief Marketing Officer to help shift from account focused marketing to a balance between accounts and consumers. However, there was a twist. After a few months we had to hire back up the marketing management team and then get another Chief Marketing Officer on board.
Within a year, the new team ran an exciting consumer promotion around the blue bikes, and the satisfaction scores on the team jumped from 78% to 92%.

Example 3:

A corporate tax lawyer attended my LinkedIn Workshop because he wanted to attract more customers through social media. By the end of the program he had optimized his LinkedIn profile, created a LinkedIn company page, set up his Twitter account, and learned how to use them effectively. He then promoted his tax update event on social media and doubled the usual number of CPA’s who attended. 

The best part is, sharing a specific client success story is the simplest way to train other people to spot good referrals for you.

Directly asking for referrals can be awkward. Instead, let your success stories do the talking.

Hearing your story inspires people to call you when they spot someone who is like your best client.

Anyone out there want more referrals that are more like their best clients?

Then talk about your best clients.

That’s how to be memorable – and get better referrals – no soul searching required.

So, the next time you’re in a room full of potential connections, ask yourself: Are you sharing the unique specifics that set you apart, or are you just another face in the crowd?

Want to improve your client success story? Click on the bubble on the bottom right of the screen and our PitchBot Pro AI will write it for you!

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