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-second overview 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 information is 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 you have 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 nothing to 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 as a 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, at a party. It's a great conversation starter. When it becomes your universally used marketing tool, you'll have a coordinated staff that's totally at ease with the topic, and the perception of your business by everyone outside your company will soar to new 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
If you would like a FREE 60 Second Script Template that you can begin using immediately for your company, simply email your request to: 60SecScript.

About The Author:
Marc Gamble, the author, teaches business owners, entrepreneurs, and professionals how to acheive bigger, bottom line results from their advertising & marketing efforts without spending more time, effort, or money. Learn marketing strategies and tactics to separate yourself from your competition and become the obvious choice to do business with. To learn more about how to improve your own Marketing Efforts and Achieve Better Results, visit: http://www.MYMOnDemand.com/vpc1_mgnm
Email: mgamble@mymondemand.com

In The News:


pen paper and inkwell


cat break through


Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

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... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More