Talk is cheap. Always has been, always will be. What we're really looking for is results. Whether we're talking about what your product or service can do for me, or even what you can personally deliver as a consultant or employee. Results are what we really want.

Think about how you can demonstrate the results your or your solutions can produce rather than just talking about them. Is it possible to give some type of small sample that will prove the type of result that can be achieved? What can you DO that really showcases your skills and abilities?

Pulling this off is not at all easy. That precisely why this is such a huge opportunity. In most cases you won't be the only person or solution your prospective buyer will be looking at. This is your opportunity to truly differentiate you and your results from your competition.

It may not always be possible to show your results directly, although I challenge you to find some way to make this happen. If you simply can't then you're next best bet is referring to your past results. For some tips in this area you can read my recent post about: Reputation & Validation

Let me move a bit beyond the theoretical here and give you a couple of ideas: If you're a marketer can you incorporate your marketing skills into your pitch to make yourself that much more memorable? If you're in finance can you build a simple, but insightful spreadsheet that shows your understanding of an organization and can help them make better decisions immediately? If you're in sales can you run a strong sales process and show that you can gain committment along the way while demonstrating complete professionalism? If you're a designer can you create a unique infographic or resume that stands out because of it's strong design elements? If you're an attorney can you build a strong case for why you should earn a big client's business?

Is this extra work? Absolutely! Isn't that what we're all looking for though? Don't we want to work with someone who not only says they'll go the extra mile, but actually proves that they do it on a regular basis?

This is how deals are won. Are you up to the challenge?

Happy Networking!