Monday, April 16, 2007
Let me introduce myself. I'm Relevant.
It seems almost silly to practice an introduction, doesn’t it? After all, how hard can it be to tell someone who you are and what you do? As it turns out, introductions can trip us up worse than just about any other part of a new business pitch.
What you choose to say about yourself and how you say it creates a lasting impression that can have as great an impact on how your presentation goes as anything else that happens in a new business meeting. Take time to really think through what you will say that is clear, concise and compelling.
When planning your introduction, keep in mind that your goal isn’t to impress the audience with how much you know. It’s to demonstrate that what you know is relevant to them. When it comes your time to offer the old “name, rank and serial number,” translate your experience and position into a synopsis that leaves the audience thinking, “He’s exactly what we need.”
Don’t just recite “I’ve worked on the Doodah account and the doobedoo account.” Instead, try, “For three years I represented the Doodah company on a daily basis as a primary contact for the media. I talked to an average of 20 trade reporters every week to secure coverage on Doodah’s efforts in blahblah.”
And while we’re at it, does anyone outside an agency really understand what “account executives” or “senior account supervisors” really do? Your introduction should provide context. Eloquently explain the role you play on a day-to-day basis within Edelman and, specifically what you would do on the account you’re pitching if Edelman wins.
Since Edelman routinely provides copies of team members’ bios in a leave-behind, resist the urge to verbally chronicle your every life moment. Focus only on the information that is relevant to the specific account you’re pitching.
As a rule of thumb, keep introductions to two minutes, tops.
What you choose to say about yourself and how you say it creates a lasting impression that can have as great an impact on how your presentation goes as anything else that happens in a new business meeting. Take time to really think through what you will say that is clear, concise and compelling.
When planning your introduction, keep in mind that your goal isn’t to impress the audience with how much you know. It’s to demonstrate that what you know is relevant to them. When it comes your time to offer the old “name, rank and serial number,” translate your experience and position into a synopsis that leaves the audience thinking, “He’s exactly what we need.”
Don’t just recite “I’ve worked on the Doodah account and the doobedoo account.” Instead, try, “For three years I represented the Doodah company on a daily basis as a primary contact for the media. I talked to an average of 20 trade reporters every week to secure coverage on Doodah’s efforts in blahblah.”
And while we’re at it, does anyone outside an agency really understand what “account executives” or “senior account supervisors” really do? Your introduction should provide context. Eloquently explain the role you play on a day-to-day basis within Edelman and, specifically what you would do on the account you’re pitching if Edelman wins.
Since Edelman routinely provides copies of team members’ bios in a leave-behind, resist the urge to verbally chronicle your every life moment. Focus only on the information that is relevant to the specific account you’re pitching.
As a rule of thumb, keep introductions to two minutes, tops.
# posted by Marilynn Mobley @ 10:22 AM 
