You can’t use their name, unless you have some weird sort of business that only applies to people called Kevin or Angela. But you can identify them in other ways. You can identify their situation, problems they have, way they’re feeling, thoughts going through their heads. And more closely you identify these things, more likely you are to get their attention.

One way you can do this is by using rhetorical questions. These are really powerful for two reasons. Firstly, they force people to respond in their heads. It’s hard to ignore a question, we’re programmed to answer. That’s why so many public speakers use them to engage their audiences.

Secondly, they identify people you’re talking to. For example:

“ Are you a solo professional, running your own business with no – one else to help you? Do you seem to spend more and more time every week on admin and less doing what you really want? Are you getting frustrated by amount of time you’re losing, submerged under paperwork? Do you wish there was some way you could break out from it and spend your time doing what you’re best at? “

This approach can break into a person’s thoughts because it taps into them. If you get it right, it’s like saying, “ Is this who you are? Is this what you’re thinking? Is this how you feel about things? “ As person hears questions, he thinks, “ Yes, yes, yes, that’s me, that’s exactly how I feel! “

Not only does this get people’s attention, but it also shows that you understand them perfectly. That can have a tremendous impact. It immediately gives you credibility.

Of course, you do have to get it right. If you ask wrong questions, you’ll miss mark and person you want to speak to will think, “ No that’s not me “ and they’ll switch off again.

This depends on how well you’ve identified your target market and how thoroughly you’ve thought through their problems and concerns.

So, have a look at any written material you use for marketing. Think about what you say when you talk to people at networking events. And make sure you have a message and a delivery that will really get attention of people you want to speak to.

Otherwise, you’ll be wasting your time talking about your business when all they’re thinking about is sausage rolls!

Alan Matthews is a Marketing Coach, Trainer and Speaker. To receive a copy of his free report, " Why Isn't This Working? How To Get People Interested In Your Business " email mailto:attractclients@getresponse.com

4.HAND THEM SOMETHING TO REINFORCE YOUR MESSAGE

My business card has a piece on back telling people about free report. I hand them card, showing them back when I mention address they need to write to. This way, they are more likely to remember later when they are going through cards they have collected.

If your card doesn’t have this sort of information on it, give them something that does – a brochure or a specially made postcard.

5.FOLLOW UP

This always amazes me – number of people I meet at networking events who never follow up. They speak to me for 30 seconds, then I never hear from them again. What was point?

When you get back, email everyone you met and remind them of action you want them to take, e.g. “ I enjoyed meeting you at networking event this evening and I hope we get chance to meet again soon. Please don’t forget to order your copy of free report I mentioned, just click on this link and send an email. “

Even if people were interested in report when I mentioned it, there’s still a good chance they will forget later. A brief reminder works wonders.

Using this method, I always get a fair number of people to sign up for my mailing list at these events. Remember, it’s a combination of: single message, call to action, visual material to back up message, follow up email after event.

I guarantee this is a much more powerful approach than most other people will be using and you will have far more impact on people you meet.

© Alan Matthews

Alan Matthews is a Marketing Coach, Trainer and Speaker. To receive a copy of his free report, " Why Isn't This Working? How To Get People Interested In Your Business " email mailto:attractclients@getresponse.com