Based on the principles provided and the actions encouraged by the previous posts in this series, you should be able to see just how easy it really is to build and retain relationships over time.  You simply have to have a process, and engage with frequency in creating, culturing and nurturing them and over time you will be… memorable!

Accelerating the normal relationship building process…

The issue I want to put out on the table today is about how to accelerate this process for that occasion when you meet a stranger in an airport or some workshop where it is not as likely you will have the luxury of time to work through your process.  We are just so much less inclined to respond as openly to strangers, and are much more guarded in our responses to their probing questions, wondering why the “interrogation?”

Being prepared for opportunity, when it knocks…

[caption id="attachment_403" align="alignleft" width="118" caption="Creating Memorable Anchors..."][/caption]

What can you do to “anchor” yourself in the memory of that occasional stranger?  What can you do to make sure you at least leave a memorable impression?  First, understand and accept that in all walks of life, in every action of each day, there is opportunity – the chance meeting that may potentially change your future.  You simply must be prepared for how you are going to anchor yourself in the subconscious of that person, and be able to respond with genuine authenticity as you uncover their need or want and some leave a subtle conveyance that you are the person to fill it!

Although I am not a fan of the 30-second commercials we are taught to craft for networking events, I do know if you cannot clearly articulate your message, there will be a huge lost opportunity cost.  Billions of dollars are spent on advertising every year, with companies trying to deliver messages that we, as potential customers, will never forget.

As Entrepreneurs and SOLOpreneurs, we are really no different than these huge corporations, other than of course our size.  We have the same responsibility to take control of making sure we create these memorable anchors in the minds of those whom we would seek to serve.  Even if someone can remember “you” but they don’t remember what you do or what you need, how can you expect them to call on you to serve them, or to refer you to others they know who could also use your support?  A consistent increase in contacts is necessary to thrive in business and that increase calls for crafting a message that makes us memorable.

Becoming the one pursued…

Two things that I have learned in my years of networking is that a) you must be able to clearly articulate what you do in a concise manner – no one wants to sit and listen to your story forever, and b) you must be able to craft that message in such a manner that it doesn’t tell your whole story, but piques the listener’s interest enough to draw them in so that they engage in the dance of asking you questions!

Keep in mind that your purpose is not to make a sale!  It takes between 7 and 13 “touches” with you before a sale will be consummated… don’t fool yourself into thinking you can do it right out of the box.  Forget about the prompting to buy – create a quick, simple and effective line that gets your listener to ask you for more information!  For example:  I was at a recent networking event and a young man walked up to me and introduced himself, “Hi, I’m Jason, and I help successful people automate their lives!” He didn’t tell me a thing about his company or industry; he left that for me to inquire about exactly how he helped successful people automate their lives because his statement left it open to  mean a lot of different things.  His objective, to engage me in dancing around questions for a spell, worked perfectly!  I found out he was a computer programmer who worked exclusively with insurance agents and financial planners.

I help people streamline the process of securing the vital essentials of life!  And, you?

Becoming the “wanted commodity” by leaving memorable anchors…

This process helps build a rapport that the other person wants!  You become the wanted commodity, and if your responses are more about them and the benefits they need in life because you are taking time to listen – you will be able to get both your message and your memorable anchor placed DEEP in their subconscious!  Don’t try to sell – try to compel.

What will you do today to assess and modify the message you provide to that rare opportunity to connect that just happens to pop up in front of you?

Jan Vitale, building my business, one relationship at a time!

Vital Enterprises, LLC