At this very moment, the most important element to you and your business is a client. So how do we expand and monopolize opportunity to create new business?
Picture this. You’ve run into a high powered decision maker that you’ve been trying to connect with (or someone you meet by chance). You have mere moments to present them with your company, capture their interest and make them realize you’re someone they want and need to work with. Can you do it? No? A little preparedness goes a long way.
Enter the dreaded elevator pitch. Are those blanks stares I’m seeing through this screen? If you don’t have one, you may be missing out on key opportunities to create some serious revenue generation for your company. One of the most overlooked prospecting strategies available to business owners is an elevator pitch. The better prepared you are when you encounter someone asking you about what you do; the better the chances are of using this strategy tool successfully.
Okay, I get it. You don’t have an elevator pitch because you are unsure how you should put together one that is effective. I’m going to give you some pointers of how to put an effective speech together quickly. Grab your pen and paper and let’s get to work.
- Focus on one thing about your business. That means that your first sentence has to capture and hold the interest of your interviewer. Be powerful, short, concise and straight to the point. If the person doesn’t understand right away, you’ve lost the opportunity.
- Write down who you (your company) is. State it in a powerful way. This may take some time so write down different variations, compare and choose the one that is the best fit.
- Tell people what you do and be specific. (keep this specific and simple and to the point) Ie. We are a full service, live event production company specializing in outbound incentive trips.
- Next, tell people why you are the best at…. Ie. We have 25 plus years of experience and some of clients include Coca Cola, Bentley, Microsoft and Gucci. (or you can even back up your statement with a couple of strong figures) Ie. We’ve won 25 national awards for our creativity.
- End it with a call to action. What is it that you want to happen next? it easy for the listener to say yes to your call of action. Ie. Would you have time to have a cup of coffee…or…. drop into the meeting we are having today in your marketing department…
So you’ve got it down on paper. Now what? Trust me, this is the HARDEST part.
It’s time to practice, practice and PRACTICE some more until you can say it naturally and conversationally. Standing in front of a mirror is the best way to perfect your elevator speech. It will be uncomfortable at first, but keep on keeping on. The more you do it, the better you will become at it. Stop and re-read this paragraph…you will thank me later for being so persistent about it.
This one business building tip can make or break you business. None of us can afford a single missed opportunity these days. Spending a couple of hours developing this key part of your marketing strategy can improve your customer base and bottom line dramatically. In other words, a small investment of time NOW will pay huge dividends later.
Grab yourself a glass of wine, curl up somewhere and get down to business. This is one of those things that you cannot afford to skimp on. If you do…you’re only cheating yourself and giving your competition a jump start.
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