I've been a bystander in countless meetings as a salesperson tries to connect with a customer or potential customer before understanding how to introduce himself to the customer. When I talk about the salesperson, I'm talking about anyone who is trying to discover a need so that he or she can provide a solution to solve that problem. You may be a president, business owner or CEO. In the context of this article, you are in sales. Now that we've established that, let's get back to the prospect/customer meeting. As I have sat there listening and watching, I have seen some unusual things that led to confusion and lack of clarity. Therefore, it is essential to understand how to introduce yourself to the client so that it guides and directs the conversation. The meeting ends and you'll hear something along the lines of, "I appreciate you coming out today, how about you call me in a few weeks." The salesperson contacts them and gets nothing but silence as the prospect doesn't call back or answer their emails. The sales cycle takes longer than expected, the sales rate drops, and the salesperson 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 first need to know how to introduce yourself to the customer. You as a salesperson must guide and direct the conversation, or frame the conversation as a conductor would lead an orchestra. When it's done right, it's a beautiful thing. You come to the meeting, whether online, on the phone, or in person, and need to identify these four things.

1. Why the prospect is meeting you (they're talking to you for a reason, so ask them what they want to discuss before engaging in a deeper conversation). It's amazing what you can discover by simply asking them about their schedule.

2. Your purpose for the meeting. Incorporate their reason into your goal and provide an overview of what needs to be discussed, providing clarity for everyone involved. In addition, you are the real professional who guides and directs the conversation from an authoritative position.

3. Duration of the meeting. Ask them if they have another hour to meet with you, or if you are midway through an epic meeting that is cut short due to a hard stop announced by the prospect. Do not miss it. Make sure there is time to discuss everything.

4. Agreements about what happens after the meeting. A clear next step with a time and date that is included in both agendas. Most people leave with… call me or I'll call you back on Monday. No! You need a clear future, as mentioned above. Trust me on this and you will be amazed at how the sales cycle is shortened.

How to introduce yourself to the customer

Follow these steps and your sales cycle will shorten, you'll discover its challenges, and ultimately, your sales will grow more than you can imagine.

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How to introduce yourself to the customer

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Go rock this day!

Chaz-

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