I’ve often emphasized in my business blog the importance of having a well-prepared “Simple Repeatable Statement of Value” (one that makes you memorable – seen here). It is of equal importance to get others to share their statement of value with you. There are a couple of critical reasons for this:
• As humans, our favorite subject to talk about is ourselves (our lives, family, business, etc.). We are more likely to like and remember those that engage us in these topics.
• At networking events, yearly conventions, and other business gatherings, we are often reintroduced to the same people over and over again. Sometimes we recognize familiar faces, but fail to remember anything about them. Being able to recall a memorable fact about an individual and bring it up the next time we run into them makes us stand out in their mind. It shows that we took the time to really listen the last time we met – making us more likable AND memorable to them.
You can use the same simple 4 step formula you use to develop your own “Simple Repeatable Statement of Value” to pull memorable information from others you meet.
Ask the following questions:
1. Who are they?
2. What do they do?
3. Why they’re the best?
4. What is something unique/memorable about what they do or have done?
By focusing on these simple questions, you will find that it is easier to listen for and later recall the memorable facts about those you speak with. Taking the time to focus on others can bring a dramatic return on investment. Give it a try!
Maribeth Kuzmeski
Maribeth Kuzmeski, MBA is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. She is the author of 4 books, has frequently appeared on TV and radio, and has written articles on marketing strategies for hundreds of publications including Business Week and Entrepreneur. She regularly speaks to audiences on topics relating to business development, marketing, and sales strategies. Maribeth is author of The Connectors: How the World’s Most Successful Businesspeople Build Relationships and Win Clients for Life (Wiley, September 2009).
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