Winning the trust of a new customer starts pretty simply: they’ve got to know my story. Remember that people want someone they can rally behind, someone they can promote, someone they can believe in. My story must be told by who I am.

One way I have presented the story is with a fancy slideshow presentation given over a break-neck 10 minute session. However, getting there can be awkward. So many people don’t want to wait for me to setup the computer, don’t want to see me clicking through to Powerpoint, and are intimidated by a myriad of slides. If time and the audience permit me to do it, I will.

But most of the time, my story (which is ultimately the story of the company) is sold in 2 ways that involve no Powerpoint. The way of conveying my story occurs in our initial face-to-face meeting. It is the words interwoven among the discussion we have. It is the answers I provide regarding our business.  The story is told in the midst of conversation. It is natural, free-flowing, and non-threatening.
The second way of conveying my story happens constantly.  It’s a combination of how I perform during every opportunity given (how the first order is delivered; the speed of my responce to e-mail inquiries; the manner in which I conduct myself; the depth and breadth of knowledge I possess regarding the industry) and who my character is. My story is both in my execution and in how I execute. When I combine both well, I tell the best story. It’s a story in which everyone can believe. I’m a person in whom everyone can support. My product or service is the one that anyone can feel comfortable purchasing.