Im A Second-Story Man

Can you say who you are and what you do in two sentences or less?

If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.

Robin Williams can do it because he has rehearsed every line. He is just waiting for the opportunity to bring up another fully rehearsed blurb. There is no "ad-lib" from Robin, he has carefully worked out every retort to be very funny.

Your elevator speech should be delivered completely rehearsed, no thinking to it, when you get the question: "What do you do?"..

We're not talking labels here, or vague references.

"I'm in Hardware"
"I'm a Plumber"
"I sell life insurance and used cars".
"I'm a consultant "
"My company sells printing presses"
Or the worst of all "I'm in sales"

They all say what you do, but what they say is all about you. It should be all about them. It should describe how you add value. It should describe the benefits. Most of all, it should stimulate conversation!!!

Your well-rehearsed elevator speech should, in two sentences or less, explain what you do (benefits) not what you are (title). Every person in business should have an Elevator Speech. Your elevator speech should encourage conversation and get them thinking.

When you say what you do, what you say should get the response "Oh? Tell me more.." Even if you are talking to a person you KNOW will NEVER be a customer, do it anyway. That person may know someone who COULD be a customer. You can't tell, so treat them all as prospects and give it your best shot.

Think about what you do and the benefits you provide customers, or think about what you sell and the benefits. Remember, every business situation the customer wants to know, "What's In It For Me?".

With a little practice you can make your elevator speech so compelling they have to ask. Answering the "What do you Do?" question with "I sell the best extension ladders made in America!" might get a yawn in response. But give it a little twist and you have a winner.

"I'm a second story man and my ladder hasn't let me down yet!"

"Oh? Tell me more"

"My extension ladders help people get off the ground safely to do jobs as much as 45 feet in the air. Our ladders have extra wide steps on every other tread. Do you use ladders in your business?"

POW! Business connection made.

As easily as you can respond to "What's your name?", you should be able to recite your elevator speech, and be able to follow up with several clarifying sentences. After that salesmanship takes over and off you go.

Craft your Elevator Speech so the other person can't say:

"That's nice, but I'm not interested"

"We already have one of those"

Think benefits. Work to get the "Oh? Tell me more" response. And do it in two sentences or less.

For more about business, get my article "Voice Mail Can Be Your Buddy" MailTo:VoiceMail@BigIdeasGroup.com

©2005 BIG Mike McDaniel All Rights Reserved Mike@BIGIdeasGroup.com BIG Mike is a Professional Speaker and Small Business Consultant with over 30 years experience, http://BIGIdeasGroup.com

Subscribe to "BIG Mike's BIG Ideas" Newsletter MailTo:subscribe-956603364@ezinedirector.net

---

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More