Veterans Business Resources

a portal for all Veterans and SDV Small Business Owners

“Just the Facts, Please”

There was a TV series in the late 1960’s or early 1970’s called Dragnet.  The star of that series was named Jack Webb.  Jack skillfully and masterfully played the role of Detective Joe Friday.  Detective Friday is famous still today for his awesome one liners.  Among one liners, none is more famous than his “Just the facts, please.”  When questioning witnesses or interviewing suspects, Joe would always have occasion to remind them, “Just the facts, please.”  

When we’re asked, “So, what do you do?”  We want to respond with “just the facts, please.”  We want to tell the person asking that question exactly what we do and nothing more.  (Silence is our friend).  When we say what we do in such a powerful, impassioned and intriguing way, they can’t help but follow up with, “Really, tell me more.”  A friend and the authority on Networking and Marketing, Ms. Julia Hubbel, President, The Hubbel Group, Inc. says that “our unique value proposition should be 7 words long, plus or minus 2 words and capable of being delivered in 7 seconds.”  Actually, this unique value proposition of 7 words buys us the right to offer our 20 – 30 second Elevator Pitch.  

In the world of Network Marketing, we just qualified our prospective client.  If they did not respond favorably to our unique value proposition, there is little need to follow up with the Elevator Pitch.  WHY?  To understand “Why,” let’s start with a critical self examination.  What did we say?  How did we say it?  Did we say too much?  Were we confident, precise and succinct in our delivery?  Were we nervous?  Were we professionally dressed and look like we meant business?  Where did we approach our prospect?  Did we disturb them?  These are just some of the questions we might ask ourselves.  

Michael Jackson, the King of Pop, called it the “Man in the Mirror.”  Whatever we call it, we must first look at ourselves for the answers when we don’t perform to standard or things don’t turn out the way we wanted them to.  We are in control of the situation and ultimately responsible for what we can influence.  We can control and influence how well we deliver our facts.  Now, is there really any need to analyze the prospect’s disposition?  If we accept that we are in control of the situation and have influence over the engagement, I think NOT.  

We just concluded from our brief experience that we need more practice.  What we said was not as powerful as we originally thought.  Our delivery was not as smooth and polished as we may have been lead to believe.  Today was not our day.  Time to back off, analyze the experience, learn from it, regroup and move out smartly.  We still are not convinced that our approach is completely wrong, but we know we still need more practice delivering “Just the facts, please.” 

See you on the high ground!  

 

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Filed under: Getting Started

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