Elevator Speech and USP

FYI: There is an article and a tool for generating an elevator speech in the "Resources Forum" at: http://www.salespractice.com/forums/...ead.php?p=6278

We have a great article about "Elevator Speeches" on the Selling Journal Newsletter this month called:

Sales Prospecting - How Effective is Your Elevator Pitch?

Quote:

Originally Posted by SpeedRacer

I'm thinking that an Elevator Speech is very similiar, if not the same, as your USP. Am I right?

The USP is also know as a positioning statement. As the other posters have pointed out, the elevator speech is (or should be) more of a prospect-qualifying dialogue. The effective ones stress problem-solving examples, not just benefit statements. If the pospect has the problem, usually the dialogue continues. If not, just get off at the next floor.

Another twist is to develop 60-second Elevator PR - where the same methodology is applied to the PR messaging. That's a little trickier, since there is no responding dialogue.

Terriz actually hit it on the head as far as I am concerned. Call it what you want but in Guerrilla Marketing we often talk about a positioning statement. To help you with that, just fill in the blanks as it relates to you:

My name is ______________ . We specialize in ____________ for ____________________. OR I represent a __________ company and work with ______________who want to improve/increase their ______________by _____________.

The blanks represent your target market, your solutions and the challenge the solution is for. Good luck.

Al Lautenslager, Co-author, Guerrilla Marketing in 30 Days

I started a poll on this topic. New thread.

Rainmaker,

That got my attention.

I like it!

Karen

My Elevator Speech is a work constantly in progress but I feel the
most excited about telling people. . .

"I recruit and train folks to make no less than $1,000 commissions
from their home business - Do you hate your job? You must
be your own boss or you'll repeat last year all over again"

It gives people hope about changing thier lives. I enjoy doing that!

Karen

Quote:

Originally Posted by Karen Sargent

Rainmaker,

That got my attention.

I like it!

Karen

What did, Karen?

Quote:

Originally Posted by RainMaker

What did, Karen?

Oops - I thought I hit the button to link a reply to a specific
post of yours. I'll find it and reply again.

Karen

Quote:

Originally Posted by RainMaker

"We provide an online marketing program for small business owners who are looking for meaningful, measurable results from their advertising for a fraction of the cost of typical advertising."

I'm starting every presentation with these words and I am using it in some cold calling scripts. Because it seems I am molding and changing my focus and slant the more I learn, this may change, but today, I am comfortable with it. It has not been tested enough to know whether its a "keeper."

Here it is - are you still involved with that marketing program?

Karen

	#21
Jeff Blackwell "Top Sales Expert"	FYI: There is an article and a tool for generating an elevator speech in the "Resources Forum" at: http://www.salespractice.com/forums/...ead.php?p=6278

	#24
Guerrilla Marketer	Terriz actually hit it on the head as far as I am concerned. Call it what you want but in Guerrilla Marketing we often talk about a positioning statement. To help you with that, just fill in the blanks as it relates to you: My name is ______________ . We specialize in ____________ for ____________________. OR I represent a __________ company and work with ______________who want to improve/increase their ______________by _____________. The blanks represent your target market, your solutions and the challenge the solution is for. Good luck. Al Lautenslager, Co-author, Guerrilla Marketing in 30 Days

	#26
Karen Sargent	Rainmaker, That got my attention. I like it! Karen

Elevator Speech and USP

General Marketing Discussion