Are you a salesperson or a relationship builder?

We have only one opportunity to make a good first impression. In business networking, this first impression begins with our 30-second promotional - the verbal advantage. This 30-second
promotional, also know as our elevator speech, has three key elements:

1. Who you are?
2. What do you do?
3. What is a good lead for you?

You must be able to answer these questions in order to create a successful 30-second promotional.

Who you are?
When you ask yourself this question, what replies do you hear? Are you an honest person? Do you choose to help people? Are you doing what you love? When you answer these questions, you will find the true response to "Who am I?" If you can answer, "Yes, I am in a career that truly allows me to be who I am," you've made a great start to creating a successful 30-second promotional. If you are not in a business that allows you to live your own personal integrity, then stop here and reevaluate your situation.

What do you do?
How do you describe yourself in business? Are you a salesperson or a relationship builder? If you are a chiropractor, do you just move bones or do you educate people about wellness? If you are in real estate, do you buy and sell houses or do help make dreams come true? Look beyond the obvious when answering this second question. Search for the higher reason as to why you do what you do. Finding this true purpose means that you have completed the second stage of a successful 30-second promotional.

What is a good lead for you?
To complete your promotional you need to define what type of individual or business will help your business grow. Make a list of clients, starting with your most successful, ending with your least. Then, list different types of business contacts who might know your most successful clients. When talking with prospects ask them for a direct referral, or if they know anyone who might have relationships with the type of client you seek.

Networking is about creating relationships. Don't disregard a contact because he or she doesn't need your product personally and immediately. Over time they may know someone who will. This third aspect of the 30-second promotional keeps you talking and interacting, remembering to ask who might be interacting with the clients that you need.

Thirty seconds is not a long time to make that dynamic first impression. Take the time to perfect your 30-second promotional and I promise that during future encounters you'll look and feel like the true professional you are.

Article by Jo Mittiga, Executive Director