(1888PressRelease)
August 13, 2007 - In her new Workbook, “Is Your Elevator Speech Taking Your Business to the Top Floor?” [www.innerwealthspeakers.com] public speaking and presentation coach, Laurelle Johnson helps startup entrepreneurs write a great elevator pitch to get new clients.
Says Johnson, “The elevator pitch is one of the most important sales strategies; it should be a part of every entrepreneur’s marketing campaign. When someone asks you, ‘So, what do you do?’ you’ve got 20 seconds to provide a response. You’ve got to know how to spark their interest.”
According to Johnson, a great elevator pitch can help entrepreneurs get more clients from networking event, business mixers, social gatherings, or even from impromptu encounters. However, there is a right way to pitch and a wrong way to pitch, and knowing this distinction can mean the difference between getting new clients and watching potential prospects walk away.
To get more clients, here are a few quick tips from Johnson:
Tip #1: Stay away from talking about yourself or presenting a laundry list of services. Long monologues about one’s services will not bring in new business.
Tip #2: When asked, “What do you do?” focus on the benefits that will result from the use of one’s services or products.
The following scenario demonstrates the difference between a weak elevator pitch and a strong one:
Sara was a Realtor who worked very hard to find her clients the right house and make sure they got the best deal. Whenever she pitched herself, she would say, “Hi, I’m Sara with Seaside Realty. I provide all the services you need to buy a second home. I shop with you, write offers, and help with the inspections and paperwork to seal the deal. Let me help you buy that second home!”
While Sara offered plenty of details about her services, she failed to answer the number one underlying question that must be addressed if you want a prospective client to inquire further about your services, which is: “What’s in it for me?”
Sara’s revised pitch:
“Hi, I’m Sara with Seaside Realty. I work with busy city dwellers to find a quiet tranquil getaway home on the calm shores of Rocky Island. Unspoiled, easy access and reasonable prices give you the relaxation you are looking for. I am Sara with Seaside Realty.”
By applying these tips, Sara’s revised elevator pitch took her sales to new heights. Who wouldn’t be inclined to consider Sara’s services after hearing this pitch?
Tip #3: Many entrepreneurs offer a variety of services or run multiple businesses. When making an elevator pitch, focus on only one area and be concise.
Tip #4: When making a pitch, realize that the pitch might extend to that person’s entire Rolodex, not just to that potential prospect.
“Is Your Elevator Speech Taking Your Business to the Top Floor?” contains Laurelle Johnson’s signature “4-P’s” strategy to create and deliver a powerful elevator pitch that leads to more clients and increasing business success. To order the Workbook, or to receive a free X, please visit www.Innerwealthspeakers.com.
