The most important words in any new business relationship are the words that set the relations in motion. Many times those words come a a direct result of a question after instructions. "What do you do?"
How you answer that question sets the tone for any further discussion and subsequently for any future business relationship. Your response is commonly refereed to as "The Elevator Speech".
Defined as a declaratory statement you make in the time it takes for an elevator to reach the ground floor. Your elevator speech should sound casual and unrehearsed, but in reality, be anything but.
You have precious seconds to interest the other party in what you do and how the what can help them in what they do.
You can blow the whole thing by spending your allotted
time talking about you.
"What do you do?"
"I'm a sales trainer!"
"Oh!"
Don't waste those precious seconds talking about you.
"I help people develop sales skills that make them
large amounts of money."
"Oh? Tell me more!"
See? Now who you are and where you work, but what you do for others. What if the other party has a sales force of hundreds and many lack training? Pow! New business. What if the person asking you wants to woks in sales but doesn't have a clue? Pow! New consulting client.
How you answer that question sets the tone for any further discussion and subsequently for any future business relationship. Your response is commonly refereed to as "The Elevator Speech".
Defined as a declaratory statement you make in the time it takes for an elevator to reach the ground floor. Your elevator speech should sound casual and unrehearsed, but in reality, be anything but.
You have precious seconds to interest the other party in what you do and how the what can help them in what they do.
You can blow the whole thing by spending your allotted
time talking about you.
"What do you do?"
"I'm a sales trainer!"
"Oh!"
Don't waste those precious seconds talking about you.
"I help people develop sales skills that make them
large amounts of money."
"Oh? Tell me more!"
See? Now who you are and where you work, but what you do for others. What if the other party has a sales force of hundreds and many lack training? Pow! New business. What if the person asking you wants to woks in sales but doesn't have a clue? Pow! New consulting client.
Another article from BIG Mike - Small Business Advertising and Marketing Expert
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.
Does Your Elevator Speech
Leave the Door Open?
Leave the Door Open?
Little Jimmie
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 ammo you need to shut em down with this Special Report
Click Here for Details
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 ammo you need to shut em down with this Special Report
Click Here for Details
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
Copyright 2007 Big Ideas Group - all rights reserved
Big Ideas Group - Post Office Box 598 - Dugger Indiana 47848
Big Ideas Group - Post Office Box 598 - Dugger Indiana 47848
There is no way to tell by looking. Anyone who asks the "What" question could have the contacts or direct line to new business for you. So you must always be "on" and always be rehearsing and perfecting what you say when someone asks what you do.
When what you say is all about them and how what you do can help them, you are selling benefits. And benefits are the most important part of any sale. Be sure your elevator speech leaves the door open for more conversation.
It ain't easy squeezing it all down to 13 words and making it come out as if you just now thought it up.
Casual, relaxed, yet forthright and to the point.
If you do develop a winning elevator speech it becomes a part of you and everything you do, it is on your email signature files, on your business cards, at the bottom of your correspondence.
When you have a working winning elevator speech you can revel in knowing 71% of the others out there don't have a clue. And when asked the "what" question will stumble and fumble some answer that includes name address and company.
When what you say is all about them and how what you do can help them, you are selling benefits. And benefits are the most important part of any sale. Be sure your elevator speech leaves the door open for more conversation.
It ain't easy squeezing it all down to 13 words and making it come out as if you just now thought it up.
Casual, relaxed, yet forthright and to the point.
If you do develop a winning elevator speech it becomes a part of you and everything you do, it is on your email signature files, on your business cards, at the bottom of your correspondence.
When you have a working winning elevator speech you can revel in knowing 71% of the others out there don't have a clue. And when asked the "what" question will stumble and fumble some answer that includes name address and company.
Media Words
You can't call the plays if you don't know the lingo. Get hundreds of terms used by radio. newspaper, tv & advertising people. It's a whole new language and only $4.97
Click Here for Details
You can't call the plays if you don't know the lingo. Get hundreds of terms used by radio. newspaper, tv & advertising people. It's a whole new language and only $4.97
Click Here for Details
Business Card Book
BIG Mike's definitive book about business cards is available for instant download
Click Here for Details
BIG Mike's definitive book about business cards is available for instant download
Click Here for Details