Develop a powerful introduction
The majority of salespeople fail miserably at this. I recall talking to a person I met at a networking event and after a 15-minute conversation, I still had no idea of what she did or what service she provided to her clients.
Source: Sales consultant/author Kelley Robertson
Jeffrey Hayzlett, former CMO of Kodak, suggests that you have 18 seconds to capture someone's attention and an additional 100 seconds to convince them why they should continue a conversation or schedule a follow-up call or meeting.
Is your introduction powerful enough to capture the attention of new prospects?