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Story Building for Networking: How to Be Remembered, Trusted & Referred (Recognition–Perception–Projection)
Host Michael Forman interviews John, a story-building expert in Geneva, on how networking success depends on the story people form about you.
John distinguishes story building from surface-level storytelling, emphasizing a foundational shift to telling the customer’s story and positioning yourself within it.
He explains three mental steps people take when encountering a brand—recognition, perception, and projection—and how guiding prospects through doubts and a positive future builds engagement and trust.
They discuss why professionals aren’t remembered after “great” conversations, highlighting listening, authenticity, clear differentiation, and focusing on what clients feel rather than features.
John stresses niching down, aligning teams around a shared story for consistent messaging, and recommends flipping the script by reviewing your messaging from the ideal customer’s standpoint.
