Elevator Speech Tips
Elevator Speech Tips
Your Elevator Speech must be short and concise and you must
know it off by heart. It must come so naturally to you that you
can repeat it in your sleep. Realise the difference between an
elevator speech, which sells you and how you can help other
businesses or people rather than a statement.
Introductory statements that are not elevator speeches include,
"My name is Michael and I am a sales trainer". "My name is Mary
and I am a motivational speaker".
None of these statements stimulate any conversation and will
either drive potential clients to the other side of the room or
bore them while they say to themselves, 'so what'.
Remember every potential client is thinking 'what's in it for
me. Remember if anyone can say so wiifm (what's in it for me)
after your elevator speech, you're selling any benefits. Rather
change to, "My name is David and I help international
expatriates with their offshore mortgages/help them retire
early/maximise their investments."
Remember your goal is to keep the conversation going and
stimulate a response from the person you are speaking to. Your
goal is not to talk about yourself and what you do but it is to
find out what the other person does and what is important to
them, i.e. what's in it for them.
To prepare your elevator speech, first identify how you can help
your potential clients. List at least five things that you could
do to help your clients, and then list five reasons why people
should be doing business with you. Make your elevator speech
into two parts. Part one would describe what it is that you do,
i.e. I help organisations to understand the selling process in a
fun and educational way. Part two would describe how they would
derive benefit from what you are selling them, i.e. so that they
can exceed their sales targets - so that they can build a
productive and motivated sales force. The part two should always
include a phrase like, 'so that'.
This is an excerpt taken from my new E-book, 'Finding New
Business' which is filled with proven ideas on finding new
clients. At 50 pages it is easy reading and is available as hard
copy or an E-book for $16 or