I have watched in countless meetings a salesperson try to connect with a customer or prospect before understanding how to introduce themselves to the customer. When I say salesperson, I mean anyone who is trying to uncover a need so they can provide a solution to that problem. You could be a president, business owner, or CEO. In the context of this article, you are in sales. Now that we have that cleared up, let's get back to the meeting with the prospect/customer. As I sat there listening and watching, I saw some unusual things that caused confusion and lack of clarity. That's why it's important to understand how to introduce yourself to the customer so that that guides and directs the conversation. The meeting ends and you hear something along the lines of, "I'm glad you stopped by today. How about you call me in a few weeks?" The salesperson reaches out to them and receives nothing but silence as the prospect doesn't return their call or respond to their emails. The sales cycle takes longer than expected, the sales share drops, and the seller and the company miss important opportunities.

How to introduce yourself to the customer

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How to introduce yourself to the customer – continued…

To eliminate this problem, you must first know how to introduce yourself to the customer. You, as a salesperson, must lead and direct the conversation, or shape the call as a conductor would conduct an orchestra. When done right, it is a wonderful thing. You come to the meeting, whether online, on the phone, or in person, and you must get these four things clear.

1. Why the prospect is meeting with you (they are talking to you for a specific reason, so ask them what they want to discuss before you start a deeper conversation). It's amazing what you can find out by simply asking them about their agenda.

2. Your purpose for the meeting. Integrate their reason for the meeting into your purpose and provide an overview of what is to be discussed that provides clarity to all involved. In addition, you are the true professional who leads and directs the conversation from a position of authority.

3. Length of the meeting. Ask if there is an hour left to meet with you, otherwise you might find yourself in the middle of an exciting meeting that is cut short because of a hard ending announced by the prospect. Don't miss out on this. Make sure there is enough time to discuss everything.

4. An agreement on what will happen after the meeting. A clear next step with a time and date written on both calendars. Most people go with…call me or I'll get back to you on Monday. No! You need a clear future as described above. Trust me and you will be amazed at how the sales cycle shortens.

How to introduce yourself to the customer

Follow these steps and your sales cycle will be shorter, you will recognize the challenges involved, and your sales will ultimately increase more than you can imagine.

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How to introduce yourself to the customer

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Rock this day!

Chaz-

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