The Networking Survival Guide by Diane Darling

Author:Diane Darling
Language: eng
Format: epub
Publisher: McGraw-Hill
Published: 2010-09-14T16:00:00+00:00

INTRODUCTIONS

This simple gesture sets the tone of a conversation. It often provides ways to start the conversation as well. How you introduce yourself and others will make them feel connected or rejected. Just as with manners, learn some quick ways to make introductions and feel confident doing so.

Introduce Yourself

It is crucial that you have an introduction that you like and can easily say. I’ve heard some that are quite complicated and overwhelming. Note that an introduction is different from your elevator pitch, which may or may not follow an introduction depending on the circumstances. The elevator pitch is typically around 30 seconds and sounds a bit like a sales pitch. These became quite popular during the “dot-com” days.

Your introduction should invite a conversation and be extremely brief—no more than 5 to 10 seconds at the most. If you want to learn a great way to introduce yourself, just listen to the parent of a little one. For many years my mother had no name . . . she was just “Diane’s mom.” In the business world, we typically say our name first, but by the time the person understands how we are connected to the situation, he can’t remember our name.

I suggest that you switch it around—say your name after you say something about yourself.

Therefore, a good introduction should include three things:

1. How you fit into the situation

2. Your name

3. Why the other person should care

Use words such as help, provide, contribute, give, serve, teach, and solve. The introduction is about what you can do for others, not what they can do for you. Your introduction is successful if it invites questions. If it shuts down the conversation, it was unsuccessful, and you need to rework it.

Here are some examples:

• “I’m an exhibitor at this show from People Technology, my name is Susan Smith, and we help companies find the right people for their technology positions.”

• “I’m a speaker at the conference, my name is George Adams, and I help companies identify and execute their marketing strategy.”

Here is an example at a meeting:

• “I’m in the finance department, my name is John Dunn, and I’m here to help with the business plan.”

This is awkward when you first try it. Just practice and it will become easier. I encourage you to say the phrase “my name is” because this phrase will slow you down and indicate to the listener: I’m going to hear a name.

You may want to add something humorous. During one of the training sessions for relationship managers at a bank, a gentleman said that he “managed relationships but couldn’t help out with the one at home.” It got a good laugh and was very memorable.

When men first meet, they immediately introduce themselves. Women sometimes do, but not as frequently.

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