Facts Tell, But Stories Sell 05/27/13
Over the past few weeks, I’ve posted blogs on how embracing quality, adding members, and seeking engagement are all things that will help networkers and entire networking groups achieve success. Today, I’d like to talk about an additional tactic for obtaining stellar networking results–sharing stories.
Listening closely to the information shared by those in your referral network will help you in telling positive stories about them when you come across potential opportunities to refer them. Conducting regular one-to-one meetings with each of your networking partners will also help you become more able to share stories when you refer others to them. Think about your many positive experiences with your fellow networkers and write them down.
A number of years ago, I met Robert Dickman, author of The Elements of Persuasion, and he taught me the formula for a good story:
- A story is a fact
- Wrapped in emotion
- That compels us to take action
- That transforms us in some way
The key here is that a good story compels people to take action and that this action transforms or helps them in some way. I always try to re-live a story, not just re-tell a story. Make it sound fresh and alive. That is an important aspect of storytelling.
Remember that facts tell, but stories sell. If you want to build your network in order to generate more referrals, overlay storytelling on top of your efforts.
The keys to success within networking groups which I’ve previously posted blogs about (embracing quality, adding members, seeking engagement) can combine with sharing stories for a powerful formula that will help members of networking groups obtain optimum networking results and business growth:
3+1 = Member Success
- 1-Embrace Quality
- 2-Add Members
- 3-Seek Engagement
- +1 Share Stories
Understanding this formula can improve your business networking success in amazing ways.
If your networking group already employs this formula, I’d love to hear about the impact it has made on your group’s performance and results. Please share your feedback (and stories) in the comment forum below. Thanks!