Creating a Strong Introduction -- by Rob Sullivan (GJ90)
A strong introduction is a valuable tool not only for networking, but also for interviews and cover letters. In networking conversations, the intro is typically used to answer to the question, “What do you do?” In interviews, it is the response to the dreaded, “Tell me about yourself”. In cover letters, the intro is a bit more complicated so we will explore that topic in the next article. Unfortunately, no matter what the medium, the biggest issue with introductions or elevator pitches is that they are eye-crossingly dull — even when the person delivering them is not.
Too many people use the intro as an opportunity to share a laundry-list of generic attributes like their degrees, former employers, titles, and responsibilities. None of these will set you apart in a meaningful way because they aren’t memorable. No one is ever going to say, “I remember him. He’s the guy who graduated with an MBA, worked as the VP of Finance, and was responsible for overseeing the financial reporting and analysis for the manufacturing company.” You can’t bore people into remembering you.
What’s amazing, however, is the fact that everyone has what it takes to create a compelling introduction. They just don’t think to do it. To simplify the process, I created a key to unlock the gold in your background. It’s called N.E.O.N.
N: Where are you Now?
Trace your passion. Explain how you became interested in the job or career you are pursing. What steps have you taken that brought you to this point?
E: Why is it Exciting or Energizing?
What do you love about your job? What projects or challenges are so interesting that you lose track of time? Be specific. Talk about a project you found especially inspiring or engaging that is directly related to what you hope to do.
O: What is your Objective?
Why is the position you are pursuing the next, logical step in your professional development? What evidence can you offer that the company isn’t taking a risk by hiring you? What have you done on your own to prepare?
N: What do you Need? (NOTE: This step is for networking only. Do NOT include this in an interview.)
What companies are you targeting? Who would you like to meet? When you get to this part of the introduction, it is important to phrase your need as a statement rather than as a question. This way, you can avoid putting people on the spot. For example, you might say:
“At this point, I am targeting companies in the military and aerospace industries and am looking for contacts in the engineering departments at Boeing and General Dynamics.”
If the person to whom you are speaking knows anyone who might be helpful, there is a good chance he or she will share those contacts voluntarily. This is much more effective than putting people on the spot by asking directly, “Do you know anyone at Boeing or General Dynamics I might contact?” After all, they may know someone, but for reasons that may have nothing (or everything) to do with you, they might not feel comfortable making the connection.
By following this formula, you will be able to inject the passion, energy, and story value necessary to help people remember you at the right time for the right reason.
To help people dig for the gold in their own backgrounds and tell their story in a meaningful way in networking meetings, interviews — and even on résumés — I have combined three of my most popular eBooks into one specially priced package that includes:
- How to Turn an Info Interview Into an Offer (Without Putting the Person on the Spot for a Job)
- Interviewing 1-2-3 (A Strategic 3-step Approach to Help You Succeed With Even The Most Difficult Interviewers)
- Résumé Bullets Don’t Work! (And Other Surprising Issues That May Keep Your Résumé from Getting the Attention It Deserves)
For more information about this three eBook package, called Getting Your Story Across, click here.
Rob Sullivan (GJ90) is a corporate trainer, inspirational speaker, and professional development coach whose passion is helping people recognize, leverage and communicate the gold in their backgrounds. Rob has been a repeat guest on television and radio stations across the country including NBC, ABC, and WGN. He was also featured in The Wall Street Journal and as a guest expert on Starting Over, a Emmy-winning reality show that airs nationally on NBC. He is the author of Getting Your Foot in the Door When You Don’t Have a Leg to Stand On (McGraw-Hill) as well as numerous eBooks on professional development and the job search process. He is also featured in The Career Elevator, a video series for job hunters. His new eBook is RIFProofing(SM) Your Career: How to Protect and Keep Your Job in Any Economy.
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Posted May 18, 2009.
