I attended a networking event recently with a colleague of mine, Frank Delong, who held a rewarding career as a paint salesman*.
We found ourselves in the typical networking setting. There were six of us standing in a circle. We began to introduce ourselves followed by what we did for a living. When it came to Franks turn he said
“I’m Frank and I sell indoor and outdoor paint.”

I noticed something during Frank’s introduction that set off red flags. To everyone else, it may have seemed normal, but to me it stuck out like a sore thumb. When Frank gave his introduction, he broke eye contact, looked at the ground, and his voice trailed off. I asked him why he didn’t introduce himself with conviction. He replied “well, I guess it’s the fact that I sell paint. It’s not all that interesting.”

“No,” I replied
“Your name is Frank Delong and you sell the best damn indoor/outdoor paint money can buy.”

The fact is that very few careers are “sexy.” It’s passion that sells. I recommended that Frank states what he does for a living as if he was the most passionate paint salesmen in the world. Declare what you do while you smile with confidence, stand tall, and hold eye contact. Many of us tend to forget that customers don’t simply buy the product or service, but they buy into a relationship.

In a world filled with hundreds of alternatives, people buy from those that are easy to get along with, trust worthy, and passionate about what they’re selling (yes, a decent product/service helps too)

Frank and I continued the night to notice many people utilizing canned pitches during their introduction. They would go on to ramble about their product or service whether or not other the group showed the least bit of interest. They seemed to ramble in a monotone pitched voice while displaying other signs of nervousness.

When it come to be my turn I decided not to use my canned introduction of “I’m Kyle Johnson, owner of Professional Fitness Consulting and we’re a full service health and wellness management agency.

Why did I not go with this introduction?
It’s boring
It shows very little passion
Do you even know what a health and wellness management agency is? (it’s brand new to the industry, so it’s doubtful)
Instead I went with “I’m Kyle Johnson, I own Professional Fitness Consulting in Grand Rapids and we change people’s lives for a living.”

Now that’s intriguing! It doesn’t say what we do or how we do it, but it shares the benefits of using our services. I love this because it’s often followed up by a display of interest from the audience “well how?”
It’s at this point I can go in depth about our business model and the group is now attentive and engaged in the conversation.

If my group includes multiple business owners I typically say “My names Kyle Johnson, owner of Professional Fitness Consulting. We manage and simplify individual, family, and corporate wellness programs at absolutely no cost.”

If anyone, especially a business owner, hears “no cost,” they’re automatically engaged and more curious.

These bold statements often help in transitioning into a deeper conversation about your product or services.
Because Frank sells “the best damn paint,” I’m left wondering not only what makes Franks paint the best, but also more about Frank himself!

My Suggestion?

Ditch that canned introduction and develop a pitch that demonstrates a true passion for your career. Deliver it with confidence and don’t forget that you’re not only selling a product or service, but an ongoing business relationship as well.

Lastly, don’t forget to smile. I’ve never met anyone who enjoyed working with someone else who took life too seriously 

What’s your unique pitch? Have you ever not purchased a product or service because of the person selling it? Let me know in the comments below!

*name & career altered for article.

Blog Post by Kyle Johnson, Owner, Personal Fitness Agent at Professional Fitness Consulting

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