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Entrepreneurial Corner - 10-24-07

Are You Boring Your Prospects Away?

By Judy Murdoch

Quick, Jeopardy fans, here's the answer:

"Warm milk, lullabies, and most 30-second introductions"

Now, what's the question?

If you said, "What are things that put people to sleep?" you are right!

YOU'RE NOT TRYING TO PUT THEM TO SLEEP, BUT...

Here's how most people I meet introduce themselves:

"Hi, I'm (insert your first and last name) and I'm a (insert your title).

Sometimes they add the company they work for as in:

"Hi, I'm John Smith, I'm a Realtor with Big Realty."

If you introduce yourself this way perhaps you are wondering what's the big deal? Everyone you meet introduces themselves this way and it seems perfectly fine to you.

THE BIG, UNSPOKEN QUESTION YOU MUST ANSWER

Here's the problem: you didn't answer the other person's big question. The question that, if you answer it, will immediately perk them up give them a strong desire to learn more about you.

The question is, "How can you help me get rid of a problem that is giving me a lot of trouble?"

Now, I doubt you will ever meet someone who will ever ask you this question right after they say "Hello." It would seem rude and disrespectful.

But that doesn't mean you shouldn't answer their question.

HOW TO ANSWER THE BIG QUESTION QUICKLY AND GRACEFULLY

So how do you tell people what they really want to know?

Here is one way to do it and with grace.

When you introduce yourself substitute a very short description of who you help and the problem you help them with. For example:

Ho Hum Introduction: "Hi, I'm Ben Smith, I'm a Real Estate Broker with Remax of Cherry Hills."

Interest-getting Introduction: "Hi, I'm Ben Smith, I help new home buyers find a perfect first home."

Now it's your turn. Think about how you typically introduce yourself in business situations and see if you can change your introduction so that you answer the other person's question about how you can help them.

FINAL WORD: TRY IT AND SEE WHAT HAPPENS

I realize that introducing yourself by identifying who you work and the problem you help customer solve may feel awkward at first. Doing something new almost always does. To get past the initial awkwardness:

1. Try your new introduction out at least six times with people you feel comfortable with. Ask them for help to make your introduction smoother.

2. Try your new, refined introduction at your next networking event.

3. Add your new introduction to your email signature and other signatures you use when you're commenting in forums and blogs.

I bet you'll start noticing more of the right people getting interested in your products and services a lot faster.

Try it and see.

About The Author:

Judy Murdoch helps small business owners create low-cost, effective marketing campaigns using word-of-mouth referrals, guerrilla marketing activities, and selected strategic alliances. To download a free copy of the workbook, "Where Does it Hurt? Marketing Solutions to the problems that Drive Your Customers Crazy!" go to http://www.judymurdoch.com/workbook.htm

Article Source: http://thePhantomWriters.com/

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