“A waste of time really”…..
“These gimmicks are not for me”…….
These are frequent comments I have come across from business owners and executives.
But surely there ‘has’ to be some strength in being able to communicate quick and concisely what you offer commercially in order to stimulate an opportunity?
How many times have YOU been asked “What do you (does your Company) do?”?
Being able to articulate this in a way that is succinct and does not bore, but in fact excites the listener, is a simple skill. It really is not complicated.
Write what you do down on a piece of paper. Then rewrite it to eliminate all the words you dont need. It does not need fine detail. Remember to introduce a ‘benefit’ (£enefit), this is key. It may relate to ‘better profitability’. It may relate to ‘greater sales’ or ‘reducing costs’. Make sure some sort of ‘monetary gain’ is evident. That is why £enefit is spelt this way!
A SIMPLE elevator pitch is a must! Keep it short. Fifteen to twenty seconds delivery is all you need.
A good tip is to use it on those whom you believe have NO need for your product or service at first. Why? If you get tongue tied, or mess it up, it will not matter too much. But by third or fourth time round, you will be proficient in delivering a compelling message.
True story – for years my company had tried to get in with a Major Indian oil refinery Co, but no joy. At the Holiday Inn, Connaught Place in New Delhi…….. I got in the ‘elevator’ to go down stairs to the breakfast area. In the elevator was a man ….. the CHIEF EXEC of the very Co we had struggled to penetrate! I could not have made this up if I tried. A brief exchange in simple terms of what we did, and we then had breakfast together. From thereon business was fruitful and profitable.
I have heard so many throw scorn on ‘elevator pitches’. Well… it worked for me, AND it was in the elevator!
If you need help in articulating your messages to new clients, whether it is elevator pitches, image, or helping with creating a sales pipeline,SGBA are just a telephone call or e mail away. For further information contact us by email or call me, Ian Thomas on 07879 676435