Power Introduction: the Intersection of Head and Heart

You’ve heard of the power introduction. It’s how you introduce a colleague to a client in a way that gives them credibility and makes a human connection. We all know that no one makes buying decisions based purely on information: we make decisions intellectually and emotionally. That’s why a well-crafted introduction is such a powerful tool because it speaks to both head and heart.

Below is a simple 5-step formula for power intros that works. Even better, it can take as little as 5 minutes to prepare. Best of all, this power intro formula can be delivered in less than 1-2 minutes!

  1. “We are prepared to discuss…before we do, what’s on your mind…do we still have 30 minutes?” Before you get to your guest speaker, the best meeting openers start with the purpose of the conversation, a time check, and an opportunity for your client to tell you what they’re thinking. I know you all know this is best practice, but you’d be surprised how often this doesn’t happen. Don’t leave this part to your guest to cover!
  2. “I would like to introduce to you…” There’s a subtle detail here I’d like you to notice. Speak first to the most important person at the table, which is always the client. It sounds like this: “Ms. Client, I’d like to introduce to you our CEO.”  I’ve rarely heard introductions that are delivered properly; usually, we’ll say something like, “I’d like to introduce you to,” which, in essence, puts your guest speaker in a higher position than your client. See the difference? To you versus you to
  3. “What you may know about my guest is…” This is where you share professional background details of your guest. You’re starting to expand what’s known by highlighting their biography and credentials in a way that connects to the meeting objective and establishes credibility. You don’t have to read their bio; simply highlight the points that will resonate with your audience.
  4. “What you may not know about my guest is….” This one might push on the limits of your comfort zone. What you’re looking to do is share a personal story about your guest in a way that connects with your audience emotionally. The story can be about how you met your guest, their strengths at the office, a unique perspective they offer based on their experience. How do you experience your guest in a way that highlights their special attributes and that is beneficial to your client?
  5. “My guest is here today to…” Give a very brief (10 seconds) preview of the specific insight is your guest prepared to deliver. Then, smile and hand the meeting over!

As you expand the category of knowns about yourself and your guest through shared experiences and stories, you facilitate and allow more personal connections with your client. That’s the intersection of head and heart, and where trust forms.  And I can’t think of any purchase decision that isn’t predicated on trust.


copyright 2019 AvO Ideation LLC.