Who are you? making your answer count.

AuthorPusateri, Leo
PositionPCPS BRIEF

Who are you? These three words sound simple and ask a simple question. But is it really? When someone asks about your background, how do you respond? Often they really want to know what you do and not just your name and title, as the question implies. When you answer the question "Who Are You?" and identify yourself in a confident and passionate way, giving the other person a genuine sense of yourself, you make a powerful emotional connection that creates a lasting impression. That's why it's so important to have a consistent response, because it sets the stage for your continuing discussion with the prospect.

There are several steps that will help you answer this question in a way that sets you apart and encourages the listener to keep asking questions. Here are some thoughts to consider to get out of the gate with a strong start.

Use unique language (your own lexicon) that reflects who you are and is memorable. Here's an example of what I typically say when I'm asked about who I am: "I'm Leo Pusateri, the president of Pusateri Consulting. We are a boutique sales consulting and training organization headquartered in beautiful Buffalo, New York, and we specialize in and partner with CPA firms and financial service professionals to help them compete more effectively on the philosophies of value." The key words I've underlined have special meaning and are ones I consistently use in my message. My clients might laugh when I talk about beautiful Buffalo, but they remember it--and me. The same goes for the words boutique, specialize, partner and philosophies of value. I want people to ask me about these words. Called "Drill Downs," these words prompt follow-up questions. It's important to be totally prepared with an answer that leaves a lasting impression and makes listeners want to hear more.

What do you want people to remember about you?

You only have one chance to make a great first impression. Don't wing it! Be prepared to introduce yourself with confidence and passion and without hesitation.

Don't get ahead of yourself. Seize the opportunity to differentiate yourself right off the bat. This step begins the process of setting you apart.

Look for a theme in your professional and personal background. What makes it special? A passion for being my best and coaching others to be their best is...

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