I have recently decided to take deliberate measures to improve my language and communication skills. Therefore, I spend 10 hours every week studying communication and language. While I have come across a number of teachers, so far, Lisa Nichols profoundly resonates with me. And, I have learned the SNAAP Technique from her.
The SNAAP Technique.
SNAAP is a networking technique that is short, effective and powerful. SNAAP is an acronym for Super Networking At Accelerated Pace. The method is concise, clear, quick and Powerful. Lisa notes that it is time through away the Elevator pitch technique and replace it with SNAAP.
Elements of SNAAP technique
1. Results vs. Process
This technique focuses on telling the results (What) instead of the process (How). In the traditional approach of networking, often you begin by introducing yourself and what you do. Many people then delve into explaining their processes and procedures and pay little attention to what the results, value or impact they have on the world or their customers.
The reality is, many people don’t care what you do if they don’t see what value it adds to them. Focusing on the results is a bold, direct and powerful way to present your value to the customers.
This brings me to the next element of SNAAP…
What is in for me?
You’ve got to show your potential customers or clients what they will gain. This element shifts the focus of the conversation from you to the person you are networking with. A lot of times, people get lost in talking about themselves when really what you should be doing is showing real interest in the person you are talking to.
Lisa notes that do not bring out your WII-FM outrightly, instead imply it in your communication.
Your “pitch” should be quick, concise and clear -ideally 60 seconds or less. When starting out to practice the technique, your pitch could get to 120 seconds. But, as you fine tune it, you should be able to present it in 30–60 seconds max. Because it is concise and short, it captures the attention of the person you are talking to and effectively delivers the message before either of you gets disoriented. It also allows you to network with many people during a networking session.
4. End with a question
The question opens up to and directs the other party’s response. Lisa recommends the questions “who do you know that would be interested in (state the value you provide)?”
This question is somewhat impersonal and does not box the respondent to have to say a direct yes or no. In its nature, the respondent will either say they are interested or give you referrals.
Step by step guide on how to implement the SNAAP technique
Answer the following questions sequentially:
1. Who am I?
2. What do I do?
3. What are the benefits of what I do?
4. Am looking for…
5. Who do you know?
Here is an example:
I am Winnie Murugi, a freelance content writer. As I result of what I do,
People find solutions, ideas and relevant information that help them make the right decisions, learn a skill or feel entertained and informed. Am looking for businesses that are keen to offer valuable content to their audiences to enable them to grow their reach and ultimately sales. Who do you know?
Notice that I spend little time answering questions one and two. I simply stated my name and what I do. Instead of going into details of the procedures and processes of what it entails to be a freelance writer, I only mention my title.
Even though mentioning your name and what you do are not key elements of the SNAAP technique, it is essential to do so to that the other party is not left guessing.
The bulk of my pitch focuses on answering questions three and four. I emphasized the value that my freelance writing work delivers. The “Am looking for…” part qualifies who would be a prospective customer or client. Finally, the question marks the end of my pitch and invites the other party to respond.
Whether you are at a networking session or you are writing a short pitch to a prospective client, the SNAAP technique is a powerful method to capture attention and communicate what you do. Take time to get clear on what you do and its impact so that your pitch is clear. You will get better at this technique with more practice.
Here is the video of Lisa Nichols breaking down the SNAAP Technique during an A-fest.
Originally published at medium.com