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I met a university chancellor during a business meeting
last week. As I shook his hand I said my name in introduction
and handed him my card. He said "hello" in
return-and not a word more.
This was the first time we'd met. I knew his name,
first and last, but by failing to introduce himself
to me I had no idea how to address him during the meeting.
(Is he Robert, Bob or Bobby?) Nor did I know how to
address a note thanking him for taking the time to meet
with us. (So, we had to call his office afterward and
get all of that information. Business cards weren't
part of his meeting repertoire either.)
Perhaps a university chancellor can get away with doing
this because so many people are seeking the time and
favor of a chief executive. However, a lawyer, accountant
or any other professional who depends on word-of-mouth
referrals simply cannot.
So always say your name clearly and slowly when meeting
people, even those you have met once or twice before.
And introduce yourself this way: "Good morning,
I'm Bob (pause) Bob Weiss."
Repeating your first name increases the likelihood
those with whom you are developing relationships will
commit it to memory. And after meeting someone for the
first time, send them a short personal note.
Top
Bob Weiss has been a law firm marketing
consultant for 25 years representing local, regional
and national firms. He is president and founder of Alyn-Weiss
and Associates, Inc. in Denver. He can be reached at
303-298-1676 or at weiss@prdenver.com.
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