The number one marketing rule is "Sell Benefits" The products and companies that excel are ones that push benefits, not features.
The origin of many business relationships is the elevator speech. Those first few words that set the stage for putting two people closer together that may
result in a long term and very profitable business relationship
If your elevator speech sells features, you may get off at the wrong floor. Take a poll, no one really cares about you, except maybe your dog. What they care about is them. The old WIIFM "What's In It For Me?" And what's for them is not your opening salvo that says YOU are the number one dental floss producer in Alabama.
Your elevator speech, those 13 words or less that follow the question (you should love to hear) "What do you do?" should be laced with benefits and beg the follow up question "Oh? Tell me more!"
"I play a major role in helping people avoid root canals!"
11 words that cannot be met with "ho hum". If someone said that to you, you would have to ask, even if you just came from the molar mechanic with a clean bill.
The carefully crafted elevator speech solves a problem, eases pain, does something nice. It does not state name and title. "I'm the VP at Acme Ball Bearings" Yawn.
"I help cars go faster and ride smoother on less gas!" Now you've got my attention. And who knows, I may have a brother in law who has a company that east ball bearing for breakfast and buys them by the train car load.
Write your elevator speech on a piece of paper. Cross out all the features and amplify the benefits. Make life easier in 13 words or less and they will beat a path to your door.
Just for fun, tell the next ten people you know (not in your company) that you just read an article about elevator speeches. Ask them to tell your their elevator speech.
The origin of many business relationships is the elevator speech. Those first few words that set the stage for putting two people closer together that may
result in a long term and very profitable business relationship
If your elevator speech sells features, you may get off at the wrong floor. Take a poll, no one really cares about you, except maybe your dog. What they care about is them. The old WIIFM "What's In It For Me?" And what's for them is not your opening salvo that says YOU are the number one dental floss producer in Alabama.
Your elevator speech, those 13 words or less that follow the question (you should love to hear) "What do you do?" should be laced with benefits and beg the follow up question "Oh? Tell me more!"
"I play a major role in helping people avoid root canals!"
11 words that cannot be met with "ho hum". If someone said that to you, you would have to ask, even if you just came from the molar mechanic with a clean bill.
The carefully crafted elevator speech solves a problem, eases pain, does something nice. It does not state name and title. "I'm the VP at Acme Ball Bearings" Yawn.
"I help cars go faster and ride smoother on less gas!" Now you've got my attention. And who knows, I may have a brother in law who has a company that east ball bearing for breakfast and buys them by the train car load.
Write your elevator speech on a piece of paper. Cross out all the features and amplify the benefits. Make life easier in 13 words or less and they will beat a path to your door.
Just for fun, tell the next ten people you know (not in your company) that you just read an article about elevator speeches. Ask them to tell your their elevator speech.
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.
What are You Selling
with your Elevator Speech?
with your Elevator Speech?
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 amo 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 amo 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
10 people. How many stumble and mumble unprepared? How many will blurt out a company and title. How few will actually tantalize you with 13 words that have a great big hook in them? 10 people... go on, do it, you will be very surprised.
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
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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
BIG MIke's
New Book
about Business Cards
New Book
about Business Cards