Tags |
|
|
Links |
|
|
Casual Articles - Networking Your Way to Profits: Part 2 'Creating Your Elevator Speech'
After ten minutes with Ed Tettemer in the offices of the agency he founded with partner, Steve Red, you begin to understand the agency's passion for excellence. After an hour with Ed, you begin to understand the intensity of his personal passion. You begin to understand it but I have a feeling that, even after days and days of exposure to him, you probably wouldn't get the whole picture."Passion," the word, may seem descriptive of a complicated set of feelings and opinions. Oddly, in thinking about Ed Tettemer's passion for his agency and its clients, it seems rather simple. It's just that he wants everything to be excellent: excellent clients, excellent co-workers, excellen
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something tha
Some people believe that they are in a dead end job. This is rather ironic actually because there is no such thing as a dead end job nevertheless their friends, family or even their own negative biofeedback has convinced them that they are in a dead end job.Why do I state that there are no dead in the jobs? Because there are not; in fact many people in many large corporations started out in the mailroom. I remember I started out washing other peoples aircraft and detailing their cars.Yet I am not alone, in fact did you know that the CEO and CFO of Enterprise Rent-A-Car both started out washing cars at the enterprise Rent-A-Car lots and today they are running the com
Have you ever been introduced to someone and when you ask what they do they’ve replied “Oh, I’m an accountant” or “I’m a solicitor/attorney” or “I’m a financial adviser”. Ya-awn! Bo-oring!
Did you know that there are different aspects to accountancy, finance and the law that can be quite fascinating. No, really! But only if they hit your hot-spot. Because when someone says ‘accountant’ or ‘finance adviser’ it is so-oo easy to assume we know all we need to know, isn’t it?
But how about…
“Well, you know how some business owners are just too busy to keep an eye on the financial aspects of their business, which means they are often paying too much tax or worse, missing the danger signs of the business heading for insolvency, don’t you?”
“What I do is keep an eye on the business finance, save on taxes and provide timely management reports, which means the business owner can still keep their finger ‘on the profit pulse’ whilst driving their business growth.”
Don’t you think that sounds more interesting than “I’m an accountant”?
And once you’ve got your main ‘Elevator Speech’ sorted you can distil it down into a 1-liner like this!
“I stop companies over-paying on taxes”
Developing Your Own Elevator Speech
Find the answers to these questions and you have the start of your elevator speech.
Step 1: What is the real problem you can solve for people? If not a problem, how can you enhance their life or experience – home, personal, health, wealth or business?
If you’re not sure, ask your existing customers or clients what they were specifically looking for when they purchased from you.
Step 2: What was the consequences of this problem or lack of something? Were they losing sales? Friends? Income? Home comforts? Again, ask your existing customers if you are not clear about the ‘which means…’
Step3: What do you supply (product or service) that addresses this need? How can you resolve their problem?
Step 4: What benefits will people enjoy? What are the consequences of taking advantage of what you offer? Are they happier, richer, healthier, more profitable, more productive?
Now hone the answers you’ve got into short, succinct statements and precede each with the template words:
Step 1 “You know how…
Step 2 “Which means …
Step 3 “Well, what I do is…
Step 4 “Which means …
Nuances to Consider
A few things to keep in mind;
1) Always say “You know how some people/companies/businesses…” Nobody likes to be told they’ve got it wrong. You have to be subtle; saying some people or some companies implies it’s a problem other people or companies have – not you or the person you are speaking to. If he identifies with the problem you describe he can ask questions and if he doesn’t, you haven’t insulted him by implying he does.
2) Being an observant sort of person, you probably noticed in the examples I included the words “don’t you?” at the end of the first ‘which means’, didn’t you? Including these words gets the other person nodding their head (or thinking “Yes”) in agreement with you. It involves them in what you are saying, starts to create rapport and opens them up for the ‘solution’ you are going to describe.
3) Be specific wherever possible. If you can quote figures that catch people’s attention it makes your speech more memorable and people seek you out to find out more.
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something that
Buying a gift takes an enormous amount of care and patience. As if that is not bad enough, choosing a gift for your boss or an important client can be nerve-wracking and stressful. Naturally, because you are trying to make a good impression, you would like to come up with a gift that exudes professionalism, attitude, and class, and is, at the same time, unique.One of the things that corporate executives have in common is the business card. With the busy lives they lead, most of them carry numerous business cards in their wallets. This can be cumbersome. Clearly, an excellent present for that executive you badly want to impress is a business card case.Why Business C
“What I do is keep an eye on the business finance, save on taxes and provide timely management reports, which means the business owner can still keep their finger ‘on the profit pulse’ whilst driving their business growth.”
Don’t you think that sounds more interesting than “I’m an accountant”?
And once you’ve got your main ‘Elevator Speech’ sorted you can distil it down into a 1-liner like this!
“I stop companies over-paying on taxes”
Developing Your Own Elevator Speech
Find the answers to these questions and you have the start of your elevator speech.
Step 1: What is the real problem you can solve for people? If not a problem, how can you enhance their life or experience – home, personal, health, wealth or business?
If you’re not sure, ask your existing customers or clients what they were specifically looking for when they purchased from you.
Step 2: What was the consequences of this problem or lack of something? Were they losing sales? Friends? Income? Home comforts? Again, ask your existing customers if you are not clear about the ‘which means…’
Step3: What do you supply (product or service) that addresses this need? How can you resolve their problem?
Step 4: What benefits will people enjoy? What are the consequences of taking advantage of what you offer? Are they happier, richer, healthier, more profitable, more productive?
Now hone the answers you’ve got into short, succinct statements and precede each with the template words:
Step 1 “You know how…
Step 2 “Which means …
Step 3 “Well, what I do is…
Step 4 “Which means …
Nuances to Consider
A few things to keep in mind;
1) Always say “You know how some people/companies/businesses…” Nobody likes to be told they’ve got it wrong. You have to be subtle; saying some people or some companies implies it’s a problem other people or companies have – not you or the person you are speaking to. If he identifies with the problem you describe he can ask questions and if he doesn’t, you haven’t insulted him by implying he does.
2) Being an observant sort of person, you probably noticed in the examples I included the words “don’t you?” at the end of the first ‘which means’, didn’t you? Including these words gets the other person nodding their head (or thinking “Yes”) in agreement with you. It involves them in what you are saying, starts to create rapport and opens them up for the ‘solution’ you are going to describe.
3) Be specific wherever possible. If you can quote figures that catch people’s attention it makes your speech more memorable and people seek you out to find out more.
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something tha
Buying or selling a business can be a very laborious undertaking, regardless of the size and profitability of the business. Fortunately, there are business brokers and business transfer agents who can help you find either a buyer or a seller. These business brokers are also very helpful in arranging the sale of a business to ensure that everything goes as smoothly as possible.If you are considering buying a small business, or if you have a small business and you wish to sell it, there are brokers who specialize in small businesses. For small businesses, finding the right buyer or seller can be difficult.A small business broker helps you gain access to a bigger group o
Step 2: What was the consequences of this problem or lack of something? Were they losing sales? Friends? Income? Home comforts? Again, ask your existing customers if you are not clear about the ‘which means…’
Step3: What do you supply (product or service) that addresses this need? How can you resolve their problem?
Step 4: What benefits will people enjoy? What are the consequences of taking advantage of what you offer? Are they happier, richer, healthier, more profitable, more productive?
Now hone the answers you’ve got into short, succinct statements and precede each with the template words:
Step 1 “You know how…
Step 2 “Which means …
Step 3 “Well, what I do is…
Step 4 “Which means …
Nuances to Consider
A few things to keep in mind;
1) Always say “You know how some people/companies/businesses…” Nobody likes to be told they’ve got it wrong. You have to be subtle; saying some people or some companies implies it’s a problem other people or companies have – not you or the person you are speaking to. If he identifies with the problem you describe he can ask questions and if he doesn’t, you haven’t insulted him by implying he does.
2) Being an observant sort of person, you probably noticed in the examples I included the words “don’t you?” at the end of the first ‘which means’, didn’t you? Including these words gets the other person nodding their head (or thinking “Yes”) in agreement with you. It involves them in what you are saying, starts to create rapport and opens them up for the ‘solution’ you are going to describe.
3) Be specific wherever possible. If you can quote figures that catch people’s attention it makes your speech more memorable and people seek you out to find out more.
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something tha
In today’s society, many professionals and corporations are giving back to their communities. By becoming socially responsible, these people are making a difference in both the environment and within their own communities.Several networking organizations exist to bring together these professionals to educate, share resources, network and collaborate with the goal of making the world a better place. Take notice of these organizations because they are bound to make a difference in your community.Net ImpactNet Impact, which was originally founded in 1993 as Students for Responsible Business, is an organization that brings together more than 11,000 M.B.A. st
1) Always say “You know how some people/companies/businesses…” Nobody likes to be told they’ve got it wrong. You have to be subtle; saying some people or some companies implies it’s a problem other people or companies have – not you or the person you are speaking to. If he identifies with the problem you describe he can ask questions and if he doesn’t, you haven’t insulted him by implying he does.
2) Being an observant sort of person, you probably noticed in the examples I included the words “don’t you?” at the end of the first ‘which means’, didn’t you? Including these words gets the other person nodding their head (or thinking “Yes”) in agreement with you. It involves them in what you are saying, starts to create rapport and opens them up for the ‘solution’ you are going to describe.
3) Be specific wherever possible. If you can quote figures that catch people’s attention it makes your speech more memorable and people seek you out to find out more.
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something tha
CRM Customer Relationship Management is one of the newest innovations in customer service today. CRM stands for customer relationship management and helps the management and customer service staffs cope with customer concerns and issues. CRM involves gathering a lot of data about the customer. The data is then used to facilitate customer service transactions by making the information needed to resolve the issue or concern readily available to those dealing with the customers. This results in more satisfied customers, a more profitable business and more resources available to the support staff. Furthermore, CRM Customer Relationship Management systems are a great help to the managem
Let me give you my elevator speech to demonstrate what I mean…
“You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don’t you?
Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (?) extra on print and postage, which means they get a substantial increase in sales and profits.”
The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.
Develop and Practice
Work on the real solutions you offer, especially if you can identify something that is unique to you or your company. And use the speech whenever you can. At first you will feel awkward giving this little ‘speech’. But after practising and saying it a few times it will become more natural.
At this stage you might be tempted to change the wording. Do be careful – the structure is important. You don’t want to lose the opportunity to intrigue new people you are introduced to, and getting the opportunity to expand your network of contacts. Creating a very ‘woolly’ version of this powerful technique might do just that.
In the ‘Networking Your Way to Profit – Part 3’ article I reveal Your Hidden Marketing Opportunity… until then keep working on your Elevator Speech…
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/32188/casualarticles-Networking-Your-Way-to-Profits-Part-2-Creating-Your-Elevator-Speech.html">Networking Your Way to Profits: Part 2 'Creating Your Elevator Speech'</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/32188/casualarticles-Networking-Your-Way-to-Profits-Part-2-Creating-Your-Elevator-Speech.html]Networking Your Way to Profits: Part 2 'Creating Your Elevator Speech'[/url]
Related Articles:
What Tools Can Focus Career Management?
IS CRM THE BEST TOOL EVER CAME INTO EXISTENCE -- NOT REALLY
Bookmark it:
|