Tuesday 19 March 2013

Success Digest

How to Refresh Your Small Business Elevator Pitch for 2013 By Karin Bellantoni

It doesn’t matter what you call it, just what you say…  Here are some tips on how to refresh your elevator pitch in 2013.
As a coach, facilitator and sales consultant for many companies over the years… This is where we always start.
But first, before you get started crafting your pitch, keep in mind that people don’t care who you are and what you do until they understand what you can do for them.
We all know this, yet we continue to introduce ourselves with the same old tired, worn out, back dated, ancient value proposition that you were using 5 to 10 years ago when you started your company! Maybe you just followed what your older peer from your former job did. A short stint in multi-level marketing business many years ago taught me that your pitch is 90% of the sale, so make it good no matter who you are talking to.
You may be introduced to someone who is one degree away from your ideal buyer! A solid elevator pitch can motivate that person to make that critical warm introduction.
Old Formula:
This is who I am.
This is what I do.
Here is more about my company than you will ever want to know….zzzzzzzzzzzzzz!
Are you still awake?
I want to tell you what I can do for you.
Too late…. (hear the buzzer ring)
In the age of me, me, me you have an opportunity to be different.
In the fast-paced, ever changing, dynamic world in which we live, everyone is busy. And you’d best believe the clients you want are busy (too busy too hear all that rhetoric.) They just want to know what is in it for them.
So lets think about the formula in a little different way.
Start with the RESULTS you create for people… then the people will know what you can do for them and others. When you start with a powerful results statement people will automatically ask you how you do that or why.
I tell people that we help companies grow sales revenue in under 90 days. Typically the next question is; how do you do that?
Now I am invited into a conversation. That’s how to begin to build a relationship.
Ask yourself:
Who benefits from what you do?
How is it unique or how can it be positioned as unique?
What do we really offer our clients and why do they choose us?
What would make you choose your own company as a client?
If you need some great examples of your work, ask your happy customers for testimonials and explain that you want to revise your elevator speech or introductory statement to be more about the people you serve.
You will be amazed at what you hear!
New Formula
The results you create.
How or why you are different comes before saying anything about your company.
So go ahead and redesign your 2013 elevator pitch! If you want to, leave it in the comments section of this blog post.


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