C-Level Selling: Proposals and Presentations Strategy 30, Each Team Member Introduces Him/Herself

Many times the presentation leader will introduce the members of his/her team.  It’s more impressive and a credibility builder if your team members introduce themselves.  The audience will get a feel for this person.  Then, when s/he speaks again, they will be more inclined to listen - as opposed to wonder who is this person. 

It’s also more personal.  Remember the final decision comes down to feelings.  You want every member of the audience to feel good about the people on your team.  If they are sitting there and you are pulling all the strings, it’s hard to feel good or anything about your team.

When introducing, everyone needs to be specific.  What’s your role and what benefit do you bring to the project?  Benefits are key.  You can be the structures manager, but it means more that you will insure a sound structure that meets specifications and will be engineered on time and at 20% savings. 

Again use numbers, names and details.  What’s your experience?  You’ve worked 22 years - not more than 20 years - doing ….  You might mention other companies and people you’ve worked for, other projects, etc. if the audience will recognize them. 

If people in the audience are familiar with your work, or have worked with you in the past, and/or you have a good professional relationship, bring that person into the introduction.  For example you might say, “I was the project manager, as you well know John, on the

ABC

project.”  John is on the committee and has credibility and his relationship with you transfers his credibility with the group to you.  It’s a very strong credibility tactic. 

Try to incorporate as many people as you can. However, your introduction has to be really short - 20 seconds, 25-40 words.  So you’ll have to rehearse it.  Do not try to wing it on the spot.  It won’t work.

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Comments

[Samantha]

Great tip! It seems like this would also create familiarity and a sense of contribution to the group. It seems that people would be more comfortable to open up, or interject ideas/comments with a better sense of each persons role. Thanks for the reminder.