Episode #93: Market Yourself In One Minute

Why do first impressions matter so much in business?

New business contacts, networking, and “Brand You” drive sales, trust, and opportunities.
People form an impression of you in just a few seconds, and a bad first impression is hard to fix.

Mini-summary: Your first words and actions at a networking event can win or lose future business.

How should I start a conversation with a new contact?

After you exchange business cards, ask about their business first.
People like talking about themselves, and you learn more by listening than talking.
This also gives you clues about what they care about and what problems they face.

Mini-summary: Let them speak first so you can listen, learn, and build rapport.

How can I adapt my communication style to the other person?

Listen for their pace and level of detail:

• If they love detail, add more facts and numbers.

• If they prefer the big picture, keep it high level.

• If they are energetic, speak with more energy.

• If they are calm and slow, match their pace.

We naturally like people who feel “like us.”

Mini-summary: Mirror their style so they feel understood and comfortable.

What is the “Wow & How” formula?

When it is your turn to talk about what you do, use three simple steps:

1. State a common problem

   “You know how companies often struggle to get real results from training?”

2. Give a bold promise

   “We fix that completely.”

3. Answer their “How?” briefly
   When they ask, “So how do you do that?”, share a short answer that highlights your unique value.
   Keep it under one minute and save the full explanation for a later meeting.

Mini-summary: Problem → Bold promise → Short “how” creates curiosity and opens the door to a follow-up meeting.

How do I turn a quick chat into a real business opportunity?

• Use the Wow & How to spark interest.

• Watch for signs of curiosity (“Tell me more”, “How do you do that?”).

• Suggest a follow-up meeting at their office to discuss details and next steps.

Mini-summary: Use the networking event to open the door, not to deliver the full pitch.

• Everyone is in sales and marketing, no matter their job title.

• First impressions at networking events shape future business.

• Let the other person speak first and match their communication style.

• Use the Wow & How formula to clearly explain your value in under one minute.

• Aim to create a follow-up meeting, not close the deal on the spot.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.