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Networking 101 – Highlight the Benefits of What You Do

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Craig Harrison says that the reason that Networking may not be working for you is because of the basic 9 mistakes that Networker’s make. I will be going through these over the next few weeks and let’s see if this is what is holding you back.

The second mistake he says is “Poor networker’s don’t emphasize the benefits, but the features of what they do. Too many job seekers focus on the features of their work instead of the end results. Employers buy benefits, solutions and outcomes. Speak their language by focusing on what you can do for them, not how you do it. Example: project managers help companies save time and money (two benefits/outcomes) through expertly managing projects and people (features).”

Wow! This is powerful stuff! I have attended networking meetings at the Palazzo Hotel in Fourways over the years and thinking back now to all the folk who delivered their “speeches” on who they are and what they do, I can honestly say that about 70% of them are making this mistake. In fact, a couple of them are so bad with their “speeches” that I have no idea what it is that they do. It’s very confusing, to say the least.

Remember people cannot help you or refer you if they have no idea what you do. Similarly, you have to focus on what makes you different and stand out in the crowd. Taking the above example of Project Managers – there are hundreds if not thousands of these people out there – by saying that you help companies save time and money you are already being different to the rest who will waffle on about what they do to manage the project.

So think carefully about what you say when you are trying to sell yourself or your product. You have very little time to make your point or make an impression.