Elevator Speech

Quote:

Originally Posted by RainMaker

Agent Smith: Perhaps you forgot the context of my original statement: Here is what I think is wrong with the elevator speech: No one cares about what I do, really.

An elevator speech is used AT INTRODUCTION. That is the whole point of it.

I don't "sell" it to them, I "offer" it to them and they take it because it is what they want/need.

They become instantly "endeared" to me (not literally, but for lack of better term) when they see I do not want to sell my product to them if it is not right for them. They can usually see the value of it for OTHERS--even if it is not right for them. I close by thanking them, and almost as an afterthought, I say something like: "I'm sorry our program isn't quite right for you. It is a great program and I have many subscribers who get great results from it and have been with me for years. It particularly works well for business that ____[brief description]______. Can you think of any who owns a business who could take advantage of our program and might like to learn more about it?"

They always take a minute and think. They give me a name or two (some even offer suggestions of businesses they think would be good--even if they don't know them personally) or they say "Gee, I really can't think of anyone." I thank them and leave.

Good luck with that Rainmaker.

Quote:

Originally Posted by Agent Smith

Good luck with that Rainmaker.

Thanks. It is working very well for me. What do you sell, Agent Smith? (If you shared that when you first started posting, I've forgotten--sorry.)

Quote:

Originally Posted by camsmom

I need a "Unique Selling Proposition"(see. I'm already learning!). Is there somewhere that I could see some examples?

Camsmom, I see 6 people (so far) have made it known that they are using their elevator speech with great success. Perhaps some will step up to the plate and share their successful lines. Those would make fine examples since they are already tested and deemed successful.

I recall reading a post by Guerilla Marketer where he gave a "template" to follow in another thread, but real-life examples would probably be even more helpful.

I would like to hear them, also. I have an open mind. Maybe someone can share a specific story or experience where they have used their elevator speech and it was the catalyst to a sale, and I will reconsider my position on the topic. I don't claim to "know it all," I only ask questions and share what I have learned from my own experiences.

Quote:

Originally Posted by RainMaker

AZ, this brings you different results than if you said: "I'm a realtor"?

First, in my life I choose not to say "I AM" this or that. Second, most people have a preconceived idea of what a "Realtor" is/does and I choose not to be labeled so quickly.

Quote:

Originally Posted by RainMaker

The more experience I get out in the field, the more I realize: SALES IS ALL ABOUT LISTENING, NOT SELLING.

I would say that listening is of primary importance in selling but I would not say that sales is all about listening.

Quote:

Originally Posted by AZBroker

First, in my life I choose not to say "I AM" this or that. Second, most people have a preconceived idea of what a "Realtor" is/does and I choose not to be labeled so quickly.

I would say that listening is of primary importance in selling but I would not say that sales is all about listening.

I would never try to claim what other people think. To ME, a realtor is a person who works with people who want to buy and sell real estate. When I meet someone for the first time, I am lucky if I remember their name. I do not put much thought into the symantics of their self description.

YOU do not have to say that sales is all about listening. I will clarify my statement for you. FOR ME, sales is all about listening. I do not claim to be any kind of expert. It is only my opinion. The first half of my statement was that it was based on my experience out in the field. It is still only an opinion--mine.

But here is a fact: Once I built my presenation around this belief, I started walking out with orders and checks. That is why I shared it. Maybe others (possibly you?) can benefit from what I have discovered. I do not have time to study method extensively. When I have a "light bulb" moment, I like to share it with the board because I have benefitted from others sharing on this board.

It is up to you to decide if there is any merit to it, AZ.

Quote:

Originally Posted by RainMaker

When I meet someone for the first time, I am lucky if I remember their name. I do not put much thought into the symantics of their self description.

The semantics of self-description are of more importance to the person giving the description.

Quote:

Originally Posted by RainMaker

YOU do not have to say that sales is all about listening. I will clarify my statement for you. FOR ME, sales is all about listening.

Everyone is entitled to his/her opinion, including me. If you believe that sales or even selling for that matter is all about listening good luck with that.

Thanks, AZ.

I consider luck to play a very small role in sales success.

Maybe I should play the lottery, today. A lot of people are "wishing me luck. "

According to the article on Elevator Speeches, the purpose of the elevator speech is supposed to make the recipient say: "That sounds really interesting, tell me more."

...so I am assuming at least 8 people experience that kind of response from their elevator speech when they use on people or they would not be voting that they use it with great success.

I am clearly in the minority, here. Convince me, someone. Won't someone share some actual examples from their real life in sales and move out of the hypothetical? If someone is using it with great success, they should be able to rattle off examples without giving it any thought--if the benefit were clear. The litmus test is in the above paragraph: "That sounds really interesting, tell me more."

I have always been free-flowing with my examples from real life--even my most embarrassing--(including my type-o about incontinence that I inadvertently sent in an email to a client by mistake and standing in front of a microphrone to sing and shaking like Charlie Brown in front of the Little Red-Haired Girl.) I'm an open book. Surely someone can share something to help me see their perspective in a non-vague way.

Quote:

Originally Posted by RainMaker

I am clearly in the minority, here.

RM, the minority is where you want to stay in selling. It is the minority that achieves real success in sales, realizes the promises of the profession, and separates from the pack. They don't tell you so in the glossy brochures, but the majority of people in sales struggle and flounder. That's the way it should be. If authentic sales professionals were a dime a dozen, the rewards wouldn't be worth it.

I think what your asking for is polite--tongue in cheek, but you don't need anybody to "convince" you off the track you're on--even if it was possible for anybody to do so.

I don't think you need the encouragement of my words any more than you need somebody to wish you "luck". But I can't help admiring your attitude towards a profession that you are bound to reach great heights in. I doubt that you'll let anybody or anything discourage you.

	#27
RainMaker	Thanks, AZ. I consider luck to play a very small role in sales success.

Elevator Speech

General Marketing Discussion