Using your time to thank others is a powerful technique if you can master it and if you can do it with integrity. When you stand, you should give your "big-bang" statement. This is the one statement that focuses attention on you and your product or service. Then turn the attention to the audience in a very strategic way. Begin to thank those in the audience for the referrals and service they have given you. You may even find it appropriate to thank them for service they delivered to a referral you gave them.
Why would you spend your time thanking others? It takes the focus off of you and places it on the audience. When you focus on others you can't possibly focus on yourself and that means your message cannot come across as being too sales focused. We have all heard the hard sell in a self-introduction, and we know how and when to block out the presenter.
Whenever someone in the audience is the focus of attention, the entire audience is the focus of attention. And let's face it, they are already thinking about themselves anyway. Placing focus on the audience tells them that you understand their needs. They need to be important. They need to be the focus. How could you do more to demonstrate the importance of the audience than to take the focus off you and place it on them?
What's more, it catches the audience off guard so they are prone to listen more. The audience has likely fallen into a pattern of listening to the first few words from each presenter and then, BAM! You do something totally unexpected.
Thanking others rewards people for actions that you want repeated. Remember that which gets rewarded tends to get repeated. Finally, it sends the message loud and clear that you are a great networking partner. Everyone will want to know you if you are clearly giving good service to those who are referred to you and if you are giving referrals to the group.
However you should exercise caution. If you begin thanking people in the audience for their leads and referrals or if you thank them for the great work they did for you or your friends, do not fail to mention everyone in the audience who you recently partnered with. That is one sure way to alienate your referral partners. Remember, if you can't implement this technique with integrity, don't use it at all.
Glen Gould is a sought-after speaker and trainer and the author of numerous audio programs and books including Meet Me At Starbucks. The founder of Inspiration Agents, Inc., Glen is a business growth and networking expert who works with Fortune 100 companies and chambers of commerce to grow their business through effective systems and word of mouth marketing. He is a regular contributor to numerous publications including The National Networker (http://www.thenationalnetworker.com) and co-hosts The Natural Networker Radio Show. Visit http://www.InspirationAgents.com to learn more.
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