Tips to Present Your Company
It’s easy to talk to people you know—especially in informal situations. But it can be very challenging to introduce yourself in a more formal business situation, especially when you only have the other person’s attention for a short time.
Your Elevator Pitch. An elevator pitch is usually the quickest and most efficient way to present your firm in one-on-one situations and when a quick introduction is required. Be sure to include the following information:
- Your name and the name of your company
- What your company does?
- Who are your current and past clients are?
- How is your company different from your competitors?
- How does your company meet your prospect’s needs?
Continuing the Conversation. As you complete your introduction, you may want to continue the conversation with some key questions that turn the tables. For example: “May I ask you a question?” “What qualities are you looking for in your best subcontractor or subconsultant?”
Closing the Conversation. Since time is tight, you may want to close the conversation with some targeted questions. For example: “Would it make sense to set a time to meet in your office?” or “Who is the best person to speak to in your office about setting that appointment? Is there a good time to call?”
You always need to know with whom you are speaking – or at least information about their company, their projects and even personal information – their likes and dislikes. While having this information is not always possible, do your best to research your prospect and/or their company to gain some information about them. Business owners and organizations trust you more and can relate to you better with you when you understand what they do.
Connect your skills and capabilities with your prospect’s needs. Explain your experience, skills, core capabilities and, most importantly, why you are the right company for their next project.
It is important to ask the right questions that clarify the types of opportunities that are available. For example: How are contractors, subcontractors and suppliers selected? Who are the correct points of contact? Do you have projects coming up that would be right for my firm? Do you currently work with other companies like mine? Asking practical questions demonstrates your interest in building a relationship and your intention to carry the relationship forward in a thoughtful and intentional way.
Keep in mind that both buyers and sellers have a purpose. Buyers are seeking vendors to meet their MWBE goals in fields that are pertinent to their open opportunities. Sellers – that’s you! – want to get a second meeting. So, stay focused on what a buyer is seeking from you and demonstrate how your business fills that need.
You’ve made a first impression, and you want to continue the conversation and work to build the relationship further. How you follow up is important. You will be meeting so many people that it is important to keep your meetings straight. The personal touch can be the differentiator that gets you the call back for a second call or meeting. So, take notes and remember when you follow up to include a piece of information that you learned in your conversation.
Project confidence, or buyers won’t have confidence in you, even if you have the skills they are looking for. Use good posture, offer a firm handshake, make eye contact and speak clearly.
Taking a short meeting and forgetting to follow up is a disaster flag. Follow up the day after the conference, or even a few days after to thank your prospect for the meeting and to request a time to follow-up.