It goes by many names but what it does is introduce what you do and who you do it for in an opening conversation (supposedly in an elevator on the way down). Imagine an introduction to a stranger and being asked "What do you do?"
Are you ready? Can you answer with aplomb and confidence in a manner designed (on purpose) to titillate the asker while explaining the benefits you and your company can and do provide?
What is said in those opening 13 words can set the stage for future business relationships, or close the curtain completely. If the answer is all about you and not about them, the conversation will stop there.
Can you imagine a stranger listening to you say "I am the number one salesman in the number one Honda Deal in the southern district. I have sold more cars than anyone else, what do you drive?" and saying "Oh? Tell me more!" More what, me me me? It won't happen. That's not an elevator speech, it's a testimonial by and about you.
Here's an exercise: Make a list of 10 people you know, not in your office or business Tell each of them you just read an article about Elevator Speeches and ask if they would share their elevator speech with you.
At least one will say "whaa?" Several will say they don't have one (and try to look like they know what your talking about).
A few more will make one up on the spot, with lots of hums and haws. No more than two will have a bona fide elevator speech memorized and ready for presentation, and probably only one will feature benefits.
If you make the sample bigger, the results will be the same. Only one in ten will know the value of an elevator and have a working/winning one ready to go.
When you get your elevator speech perfected and tested, you will be at least 90% ahead of the pack in terms of new acquaintances and new business development. And it makes no difference what your business.
.
Are you ready? Can you answer with aplomb and confidence in a manner designed (on purpose) to titillate the asker while explaining the benefits you and your company can and do provide?
What is said in those opening 13 words can set the stage for future business relationships, or close the curtain completely. If the answer is all about you and not about them, the conversation will stop there.
Can you imagine a stranger listening to you say "I am the number one salesman in the number one Honda Deal in the southern district. I have sold more cars than anyone else, what do you drive?" and saying "Oh? Tell me more!" More what, me me me? It won't happen. That's not an elevator speech, it's a testimonial by and about you.
Here's an exercise: Make a list of 10 people you know, not in your office or business Tell each of them you just read an article about Elevator Speeches and ask if they would share their elevator speech with you.
At least one will say "whaa?" Several will say they don't have one (and try to look like they know what your talking about).
A few more will make one up on the spot, with lots of hums and haws. No more than two will have a bona fide elevator speech memorized and ready for presentation, and probably only one will feature benefits.
If you make the sample bigger, the results will be the same. Only one in ten will know the value of an elevator and have a working/winning one ready to go.
When you get your elevator speech perfected and tested, you will be at least 90% ahead of the pack in terms of new acquaintances and new business development. And it makes no difference what your business.
.
Another article from BIG Mike - Small Business Advertising and Marketing Expert
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Information about Business Cards?
BIG Mike's Business Promotions
Learn about Advertising Your Business?
Back to the BIG Ideas HOME Page
Sign up for BIG Mike's Nifty Newsletter?
Big Mike McDaniel is a 40+ year veteran of the advertising business. He is available to help your business with an on-going relationship, or with one time projects or problem solving.
Call for a free 20-minute consultation. 800-852-8628
Call for a free 20-minute consultation. 800-852-8628
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Big Ideas Group - Post Office Box 598 - Dugger Indiana 47848
Big Ideas Group - Post Office Box 598 - Dugger Indiana 47848
How about a whole book about the Elevator Speech for only $27? BIG Mike has it. This book takes you through the steps so you can be ready when someone asks "What Do You Do?" Click on the book for details.
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It is really hard to say "NO" to the son or daughter of a good customer pitching a yearbook ad. But there is a way to save thousands. Get all the amo you need to shut em down with this Special Report
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