Picture this: You’re about to embark on a discovery call with a potential customer. You want to build a positive working relationship founded on trust, but also understand that the spotlight should be firmly on the customer and their needs. 

‍

So, what’s the balance? How do you introduce yourself for the first time? We’ve got some best practices for you.

Talking About Yourself

When you’re meeting a prospect or customer for the first time, your introduction should be concise, typically lasting between 15 and 30 seconds. Just as you would highlight the best and most relevant features of your product, focus on those aspects of yourself that will resonate most effectively with your audience. Here are some key points to consider:

‍

• Relevance is key: Much like your product features, select aspects of your background and expertise that align with your audience’s needs and interests. Highlighting these can make an immediate impact.
• Establish credibility: Mention any mutual industry connections, top-tier companies in the vertical you’ve worked with, and shared LinkedIn contacts if applicable. This helps to establish trust and credibility right from the start.
• Clarify your role: Be explicit about how you’ll be assisting and guiding them through the process. Use language that’s easy for them to understand. For instance, you can say, “I’ll be responsible for running tests and providing technical insights to ensure a smooth experience for you.”
• Give an overview: Briefly summarize what the call or meeting will entail. Outline the key topics or areas you’ll be discussing to set expectations and create a structured conversation.
• Inject personality: If possible, add a touch of personality to your introduction. It can make the interaction more engaging and memorable. For example, you could share a fun fact or a brief anecdote related to your field.
• Prompt for interest: After your introduction, ask if they’d like to know more about anything you mentioned. This shows your willingness to tailor the conversation to their needs and ensures that you’re not overwhelming them with information.

‍

Remember, the goal of your introduction is not only to inform but also to make a positive impression. Keep it brief, relevant, and engaging, and you’ll set the tone for a productive and enjoyable conversation with your prospect or customer. 

Talking About Them

While it may be tempting to dive headfirst into impressing a customer with your extensive knowledge about the business, it’s crucial to remember that discovery calls serve a different purpose. The primary goal here is to gather as much information as possible directly from the source — the customer.

‍

• Resist the urge to overwhelm: Instead of immediately delving into what you know, take a step back. Avoid overwhelming the customer with your insights. Keep in mind that this conversation is about them, not you.
• Leverage pre-existing insights: It’s essential to come prepared. Utilize high-level insights you’ve gained from the AE or other team members involved in the deal. These insights can act as a conversation starter, demonstrating that you’ve done your homework.
• Start with open-ended questions: Begin the discussion by asking open-ended questions that encourage the customer to share their thoughts, challenges, and objectives. For example, you might ask, “Can you tell me more about your current priorities and challenges in your industry?”
• Share relevant experience: While you want to keep focus on the customer, if you’ve worked with a similar company or solved a similar challenge in the past, you can briefly mention this. Frame it as an example of how your expertise can benefit them.

An Example

If you want to see this all put in action, we’ve provided an example to use as a starting point:

‍

“Hi, my name is [Your Name], and I’m thrilled to have the opportunity to connect with you. I wanted to take a moment to introduce myself and share a bit about how I can assist you in our journey together.

‍

Firstly, I bring a background in [mention a relevant aspect of your background, e.g., technical expertise, industry experience] that aligns perfectly with the challenges and opportunities your industry faces. I’ve had the privilege of working with [mention similar companies], helping them achieve [briefly mention a notable achievement or outcome, e.g., improved efficiency or cost reduction].

‍

Moreover, I’ve had the pleasure of collaborating with [mention mutual industry or LinkedIn connections, if applicable].

‍

My role here is to assist and guide you through this process. Whether it’s running tests, providing technical insights, or offering tailored solutions, I’m here to ensure your experience is as seamless as possible.

‍

Before we dive into details, I’m genuinely interested in learning more about your current priorities and challenges. What are the key objectives you’re working towards, and are there any specific pain points you’d like to address? Your input will be invaluable in shaping our conversation and crafting a solution that aligns precisely with your needs. 

‍

Let’s make this interaction not only informative but engaging and productive as well. I’m here to listen, learn, and collaborate with you every step of the way. If at any point you’d like to know more about how I can assist you or have any questions, please don’t hesitate to ask.”‍