Public Speaking: Tip for Networkers – Story Telling

January 17th, 2009 by Frank Damelio

When you engage in public speaking at a networking event, there are certain techniques that can set you apart.  One is to tell an interesting story about how your product/service helped save someone (similar to your audience members) from losing money, time, peace of mind, etc.

Here is an insider tip one of the pros shared with me.  He pointed out that at networking events, the better public speakers tend to tell stories about how they helped their clients, and how great their clients felt about the experience.

My friend pointed out that this technique was stellar when the speaker was trying to sell directly to his audience members.  However, in many cases, the speaker is not shooting for a direct sale to audience members but rather a referral to someone the audience member knows.

In this case, he argued, it is better to tell as story about how “Bob” referred you to his client.  Talk about how you solved the problem for Bob’s client and how you saved him money.  Then talk about how Bob looked like the hero to his client, which solidified HIS relationship of trust with HIS client.

For those who present at networking events, this is a compelling argument.  Now, instead of an audience member thinking “yeah, but I don’t need a home inspector”, you have her thinking “I think my client John mentioned he is moving back to MA, I wonder whether he’d need a home inspector?”

The difference between the good and great is found in nuances such as these.

Next time you have the opportunity to speak publicly at a networking event, keep this subtlety in mind.

I’m sure you’ve heard some fatal and fantastic public speaking at networking events.  Share your experiences here!

Watch my video on public speaking and story telling.

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