You: "Well, what I do is help businesses improve their bottom line and bring in more sales by directing their salespeople to more targeted, qualified prospects."

Prospect: "Hmm. That's interesting. So, how do you actually do that?"

It is important to note that I did not tell them what I sell or specify how I achieve these results. I simply shared with them the end results of my business.

Using this approach, you not only clarify your results, but you open the door for continued discussion on similar challenges faced by the prospect, their company, or their clients.

You may want to develop a few different laser introductions that you can apply based on the person with whom you are speaking, their specific business or position, and any timely issues or concerns that they are encountering in their profession or industry.

Notice their response: "So how do you do that?" If you get a similar response from using your introduction, then let that be a testament to your fabulous networking abilities. Your laser introduction is working perfectly. Once you hear a response like this, you can share with them the process for achieving your results or even begin a "light" needs analysis right on the spot.