Leads Group Success Path – Article #2
There you are sitting in a leads group meeting with multiple networking partners* (or even meeting informally in the coffee shop with one networking partner). Your time to talk has come. You stand up to tell a little bit about yourself. Maybe you have a minute – maybe ten minutes.
What do you say?
Wait a minute. Don’t answer yet. What are the ramifications for NOT saying something worthwhile? Do you lose that minute? Do you lose ten minutes? Or do you possibly lose a lot more
Did you know that you spend over 4000 minutes (66+ hours) in your leads group meeting each year. Add drive time, one-on-ones, etc. and you can probably double that time. For successful leads group participants making anywhere from $10,000-$100,000 per year from their leads group efforts, that’s time well spent.
But for unsuccessful leads group participants? Frustrating.
For those of you currently falling into the second category of participants I have good news and bad news. The good news is that you are in complete control of your success. The bad news? You are in complete control of your success.
This brings me back to the original question. Your time to talk has come.
What do you say?
After 10 years of creating leads groups I can tell you what most people say:
“Hello I’m a ________________ (occupation) and we offer ________, ________, and ____________ (services).
Go to any leads group or networking event where the attendees get a chance to give a “commercial” or “elevator speech” and that’s what you hear from 80% of the people. Now let’s talk about what the 20% who have decided to take control of this process (and who, you guessed it, get 80% of the leads) are saying.
Successful leads group participants are saying something that:
1. everyone in the room can understand and relate to,
2. adds value to the listener (not the speaker),
3. generates curiosity and a desire to find out more, and/or
4. provides further insight into the benefits of their service/product.
If you are not doing one of those things every time you speak, you are wasting a huge opportunity and your chances of success are greatly diminished. Now please don’t think that I’m saying you must be a great speaker. Many of the more successful networkers and leads group members I’ve met are soft spoken and uncomfortable speaking in front of people. Be yourself. (Though your speaking skills will grow – you won’t be able to help it.)
And as yourself, don’t ever stand up to speak to someone in your network without accomplishing one of the four things stated above.
Your time to speak has come. What will you say?
*Networking Partner: someone with whom you can pass and receive business leads or valuable information. This is typically someone who does not compete with you for business and there is a mutual desire to help one another.