Why your elevator speech is important – sales advice
There are many reasons why your elevator speech is important. This is all part of effective sales advice.
First what is an elevator pitch? It is as you’ve probably guessed an American term, which we use in the UK unaltered. It is a finely honed script that you use when someone asks you what you do for a living. The theory is that you can deliver it in the time it takes to take a ride in an elevator (or lift if you’re British.) It is the sort of thing you do often – especially if you’re a business person who attends networking events.
How long should it be? Well I reckon 30 seconds should do it tops. Remember that although people ask you what you do, they’re not that interested – not really! What they really want to talk about is themselves.
Make your description short, and specific. I may use something like “…..I train telephone based teams. So telesales, telemarketing and customer service. In fact any group of people who spend all their working day talking to customers on the phone. And so it’s not industry specific. I work with many different industries. And what do you do?”
Avoid grand, wordy, vague descriptions. How often do I meet business consultants who say something like “….we help companies leverage more profit by helping them optimise the working performance of their employees…..” I don’t know what they generally say after that as I’ve already switched off! Apart from which that’s what all conusltancy based services do. And I’m still none the wiser about what you ACTUALLY do!
I came across this example recently, and this was an example of a GOOD WAY to do it. “…to do so effectively, I’d like to know more about you and your interest in my work. Then, I’ll have a context for telling you about my work and can relate what I do to your specific situation.” Ooh dear no ! It might work in America, but it’s not a wise strategy in the UK.
You may want to finish your introduction with an example of your work – name dropping a client if appropriate.
“I’m a web designer, specialising in e-commerce site and recently I worked on the new site for ABC Print.” or “I’m a freelance financial director and I was working on a large merger for DEF Engineering in Nottingham recently.
This all helps give you creedence.
Work on your elevator speech (or pitch), make it concise and then use the same one consitently so that it sounds natural – until such time as you decide to change it.
The best of luck. ‘Inspire me, don’t bore me’ is the motto!
To Market runs telephone sales and telemarketing training courses across the East Midlands, Peterborough, Cambridge, Leicester, Northampton, Derby, Nottingham, Kettering, Corby, Wellingborough, Coventry, Birmingham, Lichfield, Solihull, Peterborough, Wolverhampton, West Midlands, Milton Keynes, Lincoln, East Midlands as well as wider parts of Leicestershire, Northamptonshire, Cambridgeshire, Suffolk, Buckinghamshire, Warwickshire, Nottinghamshire and Derbyshire