At any networking event, what are the odds there’s someone else in the room who does what you do? Reality check: very likely. Make sure your sales team understands networking competition and pass on these three techniques to help them maximize their impact:

TALK ABOUT SOMETHING DIFFERENT.

Let your competition speak first. If they’re talking about individual clients, talk about business clients. If they’re talking about first-time buyers, talk about experienced clients. If they’re talking about the sky, focus on the ground. One don’t: Don’t ever say, “I do what he does.”

TALK ABOUT SOMETHING SPECIFIC.

There’s no way to explain everything you do in a couple of minutes. Fortunately, specifics are always more profitable than generalities anyway. Your competition may answer the what-do-you-do question with a pigeon-hole (“I’m a Realtor”) or a fog (“I help clients maximize their potential so that in circumstances where the situation…”). Differentiate yourself by speaking about something specific. Your answer will be more valuable and more memorable, because people will understand you.

INCLUDE THE COMPETITION.

At a non-exclusive networking event, I once listened to Bill Reifsnider promote “a great client for Sindy or me.” Bill did this so comfortably, so confidently, that I thought they were in business together. A month later, I learned that Sindy didn’t know Bill. They are, in fact, competitors. I was impressed with Bill. There's a big difference between confidence and arrogance. It’s always appropriate to be confident.