An excellent introduction helps you make a terrific first impression. The success of the rest of your discussion depends on creating those initial positive feelings. Nobody ever wins a sale because of a great introduction. But many people have lost because of a poor one.

How you introduce yourself in a sales opportunity or presentation is the most important time to explain why you are their best choice.

The recipient doesn’t care about your awards, where you went to school, or how your softball team did this year. The recipient has three core questions - Who are you? Why are you qualified? And finally – me, me, me…what are you going to do to help ME?”

An excellent introduction addresses these core questions as effectively and succinctly as possible:

WHO: State your name, title, and role.

WHY: Share your relevant experience and expertise.

WHAT: Explain exactly what you will do for the recipient and how it will benefit them.

Stay focused on why you are excellent, not different. It’s not bragging. It’s establishing your authentic credentials. Communicate with confidence and enthusiasm. Let your true self shine through so they glimpse the real you – the person others respect and want to work with!

This requires preparation and practice.

As soon as you have prepared your introduction, go back and omit as many words as possible. As Mark Twain said, “If I had more time, I’d have written a shorter letter.” Twain was right back then. And it’s even more important today, since we have such short attention spans.

As a bonus, when every team member follows this framework in their own authentic way, you send a strong message of synergy and collaboration, without ever actually having to say it.

Start strong. An excellent introduction powers your path to success.

Onward.