Elevator Speech Tips
By Frank Furness CSP, Fri Dec 9th
Elevator Speech Tips Your Elevator Speech must be short and concise and you mustknow it off by heart. It must come so naturally to you that youcan repeat it in your sleep. Realise the difference between anelevator speech, which sells you and how you can help otherbusinesses or people rather than a statement. Introductory statements that are not elevator speeches include,"My name is Michael and I am a sales trainer". "My name is Maryand I am a motivational speaker".
None of these statements stimulate any conversation and willeither drive potential clients to the other side of the room orbore them while they say to themselves, 'so what'. Remember every potential client is thinking 'what's in it forme. Remember if anyone can say so wiifm (what's in it for me)after your elevator speech, you're selling any benefits. Ratherchange to, "My name is David and I help internationalexpatriates with their offshore mortgages/help them retireearly/maximise their investments." Remember your goal is to keep the conversation going andstimulate a response from the person you are speaking to. Yourgoal is not to talk about yourself and what you do but it is tofind out what the other person does and what is important tothem, i.e. what's in it for them. To prepare your elevator speech, first identify how you can helpyour potential clients. List at least five things that you coulddo to help your clients, and then list five reasons why peopleshould be doing business with you. Make your elevator speechinto two parts. Part one would describe what it is that you do,i.e. I help organisations to understand
the selling process in afun and educational way. Part two would describe how they wouldderive benefit from what you are selling them, i.e. so that theycan exceed their sales targets - so that they can build aproductive and motivated sales force. The part two should alwaysinclude a phrase like, 'so that'. This is an excerpt taken from my new E-book, 'Finding NewBusiness' which is filled with proven ideas on finding newclients. At 50 pages it is easy reading and is available as hardcopy or an E-book for $16 or £10. Please email me if you'reinterested. Frank Furness CSP CFP is a professional speaker and trainerspecialising in sales and sales management. He has educated,entertained and inspired audiences in 42 countries. Hispublications and sales CDs have been sold globally. For moreinformation or to sign up for the free 'Sales Tips & Ideas'newsletter, email frank@frankfurness.com or telephone+ 44 (0)870 240 6505. www.frankfurness.com NOTE: You're welcome to "reprint" this article online as long asit remains complete and unaltered (including the "about theauthor" info at the end), and you send a copy of your reprint tofrank@frankfurness.com Take a look at other articles, freesoftware and e-Books at http://www.frankfurness.com/ Download 39Power Sales Closing Scripts athttp://www.frankfurness.com/closingscripts.cfm About the author:Frank Furness CSP CFP is a professional speaker and trainerspecialising in sales and sales management. He has educated,entertained and inspired audiences in 42 countries. Hispublications and sales CDs have been sold globally. For moreinformation or to sign up for the free 'Sales Tips & Ideas'newsletter, email frank@frankfurness.com or telephone+ 44 (0)870 240 6505. www.frankfurness.com |
