In this post with Pat Weber* Business Sales Coach for Introverts and Shy, Pat answers more of my questions about what makes for a good and bad elevator pitch. Collaborating with Pat on this project has been a dream — and to quote Humphrey Bogart’s famous last line from Casablanca, “… I think this is the beginning of a beautiful friendship.” For my take on elevator speeches follow this link to where Pat interviewed me. To learn more about how Pat and I began our collaboration on LinkedIn, tune in to our discussion on Free Webinar Wednesdays: “Success Stories From the Trenches.”
Do some pitches warrant a full explanation?
[tweetmeme]It’s annoying when people say, “Because what I do is somewhat complicated, … ” and then they suggest it’s best to have a one-to –one meeting.
Hey buster. If YOU can’t explain it for me to understand before I buy it, what’s going to happen if I need help after you have my money?
Should a person start with his/her name?
Starting with the very unattractive, “Hi, my name is Wendy,” makes me feel like I’m at an AA meeting – yes I have attended a couple of those and I mean that with all respect. Your name, unless it’s Bill Gates, Oprah or the like is relatively unimportant in an introduction intended to get people’s attention. Start with a question, startling statistic or one problem you solve. When we meet people in meetings or events, they both bring in their minds the events of the day as well as get distracted by the entire goings on around them. Break their preoccupied thoughts.
If these pitches they all sound the same, how can I be a referral partner?
A BNI networking group is intended to extend your marketing reach by making your chapter members aware of what you do or offer so that they can be part of your sales team. While a few might be prospective clients you don’t want to pitch them the same way. Does it really make sense to make the same pitch to both of these audiences? Like would you pitch your boyfriend the way your pitch your father? Come on. Have a prepared and refined introduction, which appeals to the specificity of the audience.
What do you think about using titles in a pitch?
Don’t tell me your fancy title! I could give a hoot. Tell me what problems you solve and for what group of people. Really, which peaks your interest more, “I help people do a better job with saving and spending their money,” or, “I’m a financial planner.” What about, “I help employers hire better employees faster,” or “I’m in job placement.” I don’t know; maybe it’s just me. I want that elevator to stay in motion.
*Leading and inspiring introverts in business with coaching, training and eBooks, to live genuinely for the most success and fun. Business Coach for Introverts and Shy, Patricia Weber.