Introductions

How do we make a lasting and positive first impression?  We’re all not the tallest person in the world (unless Aurangzeb happens to be reading this-thanks again for the ride!)  

When we first meet a prospect, client, referral source, coworker or really anyone, we get sized up.  Here’s what they’re wondering…Who are YOU? What’s your deal? How are you going to make my life easier or more difficult?

That Head and Shoulders commercial is correct—you never get a second chance to make a first impression!  And you don’t want to be caught brushing dandruff off your shoulder during your first impression.  Right or wrong, it’s amazing how quickly our audience is to judge us on how competent, resourceful, smart, confident, and friendly we are or are not.

First of all, take care of your appearance and make sure you look neat and appropriate for your audience and setting.  Next it comes down to what you say when you introduce yourself. Most of us introduce ourselves tens of times each day, so we think we know what to say.  When we observe and interview top performers, here’s how they take a few extra minutes in advance to actually plan their introductions. That extra effort pays off.  Here’s how top sales and service people prep their intros:

• Mention relevant highlights from your background.  Here you can quickly establish credibility:  I’ve worked in financial services for over 15 years.  And you can also point out personal information that your audience may latch on to:  I grew up in Baltimore and I’m a diehard Ravens fan.  People prefer to do business with people they like and often connections are formed based on non-business commonalities.  You can do some homework in advance on your audience to customize this section even further.
• Your current focus.  This is your opportunity to position as an expert in working with people/entities like them or who they’d like to become.  I specialize in working with business owners who provide the best resources for their employees so they maximize retention and employee loyalty.  The goal is to get your audience thinking—I’m glad you’re here to serve me and help me.
• Include potential benefits to your audience.  What’s in it for them…to have a relationship with you?  Will you save them time so they can focus on their core business; make their life easier; provide them peace of mind; etc.?  

Sometimes your intro is more formal and may last as long as 30+ seconds.  Often your intro will be a rather informal 10-15 seconds. The point is—if you’re prepared with relevant highlights, your current focus, and applicable benefits, you’ll be effective and more likely to come off as someone who your audience wants to work with going forward.

Go forth and maximize every first impression you make today and beyond!