establishing connection and credibility in virtual settings

Considering the need for connection, collaboration, and credibility during meetings, it’s customary at the beginning of a virtual sales meeting for attendees to introduce themselves and disclose professional (and sometimes personal) details before starting a presentation.

This is beneficial, according to scientific literature related to building connections in remote settings. Such literature suggests that a strong connection between strangers can be achieved through self-disclosure—a technique that’s been associated with establishing credibility.

But is every type of introduction beneficial? Does the style and length of your introductions affect your buyer’s perception of the presentation that follows?

Dr. Carmen Simon, cognitive neuroscientist and Chief Science Officer at Corporate Visions and B2B DecisionLabs, led this neuroscience study to find out. Get this research brief for answers to questions like:

  • Do introductions affect how buyers pay attention to and remember the rest of your sales presentation?
  • Should one person introduce other participants, or should each participant introduce themselves?
  • How long should introductions be so your audience doesn’t become bored?