It’s Not About the Elevator

What generally happens after your give your elevator pitch/60-second commercial?

How often do people say, “Tell Me More”?

How often do their eyes wander or glaze over before they say something like, “Uh-Hu…. excuse me, I have to…” and take off across the room?

As Seth Godin said in a recent post, “no one ever bought anything in an elevator.”

“The purpose of an elevator pitch,” he says, “is to describe a situation or solution so compelling that the person you’re with wants to hear more even after the elevator ride is over.”

In our SalesPartners Mastery classroom, we work on creating a results-driven, four-part elevator pitch. It takes thought. Sometimes it takes research. And it takes practice.

Lots of practice.

Here are the four parts:

  1. Credibility.
  2. Clarity.
  3.  Compelling Story.
  4. Open-Ended Question.

Credibility:  How long has your company been in business? If you are a new business, how long have you been involved in the industry?

Clarity: What benefit does your business provide?  Rather than “We offer in-home care for seniors,” you might say, “We provide peace of mind for adult children who worry about their elderly parents.”

Compelling Story: Every business has a success story – a tale that expresses the credibility of the business. “One of our clients shaved $400/month off their utility bills by implementing the suggestions we gave them.”

Open-Ended Question:  Asking a question that begins with Who, What, When, Where, Why, or How generally furthers the conversation. “What would happen in your company if you saw similar savings?” “How would you feel knowing your mom isn’t totally on her own when you can’t be there?”

♦ ♦ ♦ ♦

This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

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This entry was posted in direction, Elevator Pitch, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Uncategorized and tagged , , , , , , , , , , , , , , . Bookmark the permalink.

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