Q: “How do you introduce yourself when you don’t know who you’re talking to?”

It’s a good question.

We often recommend speaking to people in language they will resonate with, but what if you just met them and know nothing about who they are and what they do?

What if they ask you that BIG question, “What do you do?” first?

NOTE: Remember that being in business development mode is a choice. You don’t always have to be doing it. If you are networking, then it might be the point, but if you are meeting with friends of friends and you feel like kicking back and taking it easy, then give yourself a break : )

1) Breathe
A lot of us have anxiety about being misunderstood and rejected. So let yourself simply “be” for a moment and use breathing as a way to stay in the present reality, before anything else has actually happened yet. People don’t mind a thoughtful response, so give yourself a few seconds while you maintain comfortable eye contact.

2) Let Yourself Not Know
You truly have no idea whether or not this person in front of you is even a good match for what you offer and how you offer it. You don’t know if they might know somebody who might be a match. You don’t know which thing to say to make them do, say, or feel something. Listen, you are not in control—and that’s a good thing. Let that be true and okay and instead replace any minor controlling tendencies with curiosity for what might occur in that moment.

3) Know Yourself and Your Business Intimately
Since you can’t know what will resonate or not, it’s helpful to share something about your work that matters to you. Your connection to yourself will have its own flavor, and may even be inviting. You might get interest from a potential client or you might just inspire someone to want the kind of connection to their work that you just modeled. Win-win, right?

To really be connected, understand WHY you are in business, WHO you are passionate about serving, HOW you uniquely create change for others, and WHAT it is that you are offering. You can then allow yourself to have many different ways you could share “what you do.” Pick and choose as the moment inspires you.

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For some hints on uncovering the nuances of your why, who, how and what, check out our free ebook: “4 Key Elements to a Soulful Brand.”