Networking exercise from the February 2011 BACN meeting: answering "What do you do" by telling a story that starts "You know what it's like when..."

1. Creating Connections
Beginning the
Conversation
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2. Part One
a bit of the story
You know what it’s like when…
(your client’s pain/problem)
1-2 sentences
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3. Part Two
The What’s in It For My Client (WITFMC)
Try one:
–My client was helped by…
–My client benefitted from..
–My client now can…
(the outcome they believe they received) 1-2
sentences
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4. An example
You know what it’s like when your
business is off by 30% and you don’t
know what to do? My client sure did…
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5. Client-Focused Story
My client needed a way to expand their
marketing reach. I showed them a way to
use the internet and now their sales are
up 20%. We used webinars to reach new
markets. Now they are hiring people
again.
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6. Your Turn
You know what it’s like when…
– My client was helped by…. OR
– My client benefitted from…. OR
– My client now can …..
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7. The Rules
– You get 3 minutes to prepare your story.
– You get 1 minute to tell the person to your left your
story. Start with the Table Leader.
– They get 30 seconds minute to ask a follow-up
question. Ask a WITFMC question.
– Proceed to the left until everyone gets a turn.
– Your three minutes starts when I stop talking.
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