According to Glowing Global director, Ricco Katona, you never know when you meet someone who may be a potential client or perhaps a contact that can bring in an immense amount of business. Sometimes those opening remarks we make when meeting someone new can have a huge impact on our lives without our ever being aware of it. Ricco Katona, director of Glowing Global, explains just how important it is to follow a simple formula when meeting people for the first time.
Author Robert W. Bly, in his The Marketing Plan Handbook, offers a three step formula for introducing yourself to others when meeting for the first time that Ricco agrees with wholeheartedly. “When you meet someone for the first time it is likely they will ask you something along the lines of what it is that you do for a living. The pat answer is to say that you are in marketing, for example. This really tells the other person very little about what it is you actually do because the field is so broad and varied. Why not turn this into an opportunity for a little PR?” Ricco says.
Recently Ricco read Bly’s handbook and is impressed with his ‘formula’ for introductions. He explains that these introductions can quickly be turned into a bit of PR for both you, as a professional, and for your business. Bly says that when you are asked what you do, you should start with a question, a ‘do you know’ question. In terms of marketing, Ricco would say something like “Do you know how many businesses are having trouble competing with larger companies in building brand and customer bases?”
From there he would go into the second step of Bly’s formula, which is the ‘what we do is.’ he would say something like, “What we do here at glowing global is literally to be the face behind our clients’ brands. We take their brand and their products to the market place where we can engage one-on-one with people so that they can identify with our clients as real people.”
Next, and for the final and perhaps most important step, you have the ‘so that’ part of the three part formula – “so that customers feel comfortable buying from our clients and can identify with the brand and our clients’ product lines.”
When put together it would be “Do you know how many businesses are having trouble competing with larger companies in building brand and customer bases? What we do here at Glowing Global is literally be the face behind our clients’ brands. We take their brand and their products to live events where we can engage one-on-one with people so that they can identify with our clients as real people so that customers feel comfortable buying from them and can identify with the brand and our clients’ product lines.”
You have told them who you are, what you do and how it could potentially benefit them. Ricco says that you never know when meeting someone could benefit you in the long term if you turn that introduction into a bit of PR. He suggests every business professional should work this formula when meeting new people. “You never know when that person you are meeting could be your next big client!”