 | |
| |
Sales Management Information
| |
|
|
|
How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business
When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-secondoverview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the informationis disjointed, or the words are boring and seemingly unimportant. Their performance creates a very poor representation of what is otherwise a very good business. Listeners have forgotten the pitch before it's even over! Some people have a natural gift for speaking well extemporaneously, and they manage the process with great self-control. But, for the other 80% to 90%, it's a different story. They muff important opportunities over and over in many daily situations. They frequently miss the chance to make valuable business connections or to develop brand new prospects and customers. Very few business people make the effort to script out a compelling 60-Second Elevator Script (60 seconds is the time youhave to meet someone new in an elevator!) that's committed to memory and is able to be delivered at a moment's notice. However, it's so simple to do, and it's one of the most effective marketing tactics you can employ. Everyone knows the importance of first impressions during the first few seconds of meeting someone new - - - whether it's how you dress, the sound of your voice, or the words you use. A concise, well-stated business pitch costs you absolutely nothingto develop, except for a little time, some thought, and, of course, memorization. I use a simple four-step process when scripting these pitches for clients: 1. Interrupt 2. Engage 3. Educate 4. Offer. Begin with a sentence or two that achieves the same result as a headline in a good ad. It attracts attention because it Interrupts the listener with information that has emotional meaning, usually something that deals with problems, frustrations, and annoyances of your target market. Follow on with another sentence that Engages the listener by offering a promise of upcoming information that is important and relevant. Next, give a quick overview that Educates your listener about exactly what you do that's unique compared to industry competitors. You could even include a brief example. Keynote the things that differentiate your business. Finally, conclude with a sentence or two that Offers the listener the chance to obtain more information. The offer should be risk-free and uncomplicated. Craft and refine your 60-second elevator pitch (realistically 1 to 2 minutes). Get everyone in your company to memorize it asa condition of employment. (You can even provide small incentives to pass the test.) You and your staff will then be able to give the prefect presentation of your business whenever the time is right: at a business meeting, in front of prospects,on an airplane, at a trade show, as an on-hold phone message, ata party. It's a great conversation starter. When it becomes your universally used marketing tool, you'll have a coordinatedstaff that's totally at ease with the topic, and the perceptionof your business by everyone outside your company will soar tonew heights! Good luck with your marketing efforts. いいいいいいいいいいいいいいいいいいいいいいいいいいいいいいいい About The Author:
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
8 Procedures to Take Control of Sales and Marketing The Cash to Cash CyclePart Three of SeriesWe're sprinting toward that million dollar mark.. The Hardest Job Of A Trade Show You've heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was sure Somebody would do it. Management by Osmosis Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process. Speed-up Your Sales Cycle This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. Snowflakes Improve Holiday Sales Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor. How to Increase The Sales Of Promotional Products I have searched for a new way to increase the sales of my promotional products. A good way is to start an affiliate-program with a commision for every customer who buy an product and who came to your page from a webpage of one of your affiliate-partners. Not Enough Fresh Sales Leads? Marketing is the New Sales Your sales are down and leads are rare. The phone's not ringing. The Spirit Of Change A Highly Conscious Approach To Business Management.For more on this topic please link to Innerwealth Web SiteFor many years I have worked with people who are keen to work effectively as possible. Run a Productive Business From Your Car-Office The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. The Sales Carpenter I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them. Outsourcing the Sales Function Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.Here's what we hear: "We can't give up control of sales, that's too risky. How To Use A Powerful Leadership Tool To Step Up Sales Results Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase. The Top 5 Issues Facing VPs of Sales A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth. Promoting Your Private Label at Industry Trade Shows So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. Investing in Your Sales Team While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective.First, think of a triangle. The Boss from Hell: Quick to Criticize, Slow to Praise So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch. How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face. How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-secondoverview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. A Coachs Handbook For Sales Managers This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author". Shorten Sales Cycles in Complex Sales Environments Help buyers discover the answers they need to understand and align all of their decision variables.In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities.
|
| home | site map | Group Privacy Policy | Definition of Leadership | Contact Us |
| © Sales Management 2011 |