No matter what our technical ability, if we do not have this power to connect, we don't get the chance to add the value we know we can!
I experienced this last week at the breakfast networking group that I attend every Thursday morning.
I have been going for around 3 months, with a 60 second talk every week to explain what I do (develop spreadsheets to help businesses streamline their admin). I had so far had a few pieces of business come from it, but not a great deal.
This week, I had a 10-minute slot and chose, rather than wax lyrical about what I do, to demonstrate what I had done the previous week for one of the other members. This was a relatively simple spreadsheet to record customer and sales information, with various reports from the data.
I demonstrated how the business owner could now record each piece of information once and use that same information to (at the click of a mouse) produce his invoices and sales reports, and track the success of his marketing efforts, as well as manage his callbacks.
I could almost hear the pennies dropping around the room.
I picked up three new opportunities straight away, and pretty much everyone (including a visitor who had never been before) said how every business they know would benefit from what I had shown.
The lesson I took from this is that we have to put ourselves in the other person's shoes and (and I think this is the key) demonstrate what the result means to them. Without them seeing this, anything we say will fall on deaf ears.
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