How often do you rehearse your elevator pitch? our statement of the value you bring to clients should not take more than 30 seconds, the time it would take for your most prized prospect to reach his floor. Every producer should know her elevator pitch by heart. And be able to articulate it enthusiastically.
Here are a few best practices when it comes to your elevator pitch:
- Be succinct. Remember: You must complete your statement of value in 30 seconds.
- Be simpatico. Show your prospects that you know and work with others like them.
- Verticalize. For example, “We work exclusively with LA contractors like you” or “We work only with trucking companies with fleets greater than 25 units.”
- Be specific. “Save money” and “great service” are things anyone can say. What are three main things that differentiate you from the competition?
- Close with a call to action. What’s the next step you would like your prospect to take?
- Transfer enthusiasm! If you want your prospect to believe in what you’re offering, show him that you believe in it.
Practice makes perfect. Your pitch should be second nature and roll off your tongue effortlessly. Remember, you’ve got to make your case before your most important prospect steps out of the elevator and is gone forever.
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Alan Blume is an author, and as founder and CEO of StartUpSelling Inc., he works with small businesses on lead generation, sales, marketing, website design and branding. For more information, go to www.StartUpSelling.com.