How To Write A Ridiculously Powerful Elevator Pitch (Part Two)

In the last post we looked at putting together the bare bones of your elevator pitch. In today’s post, we are going to look at how you can use the steps you’ve gone through to make some notes for your pitch and also how to make sure your picture is effective. 

Once you have gone through the steps, from asking yourself who you are to including the call to action, you are then ready to put together a pitch. Create a draft for your pitch, making sure that it lasts for around 30 seconds when you speak it aloud. For an easier guide, it’s usually worthwhile thinking about an 80 word limit.

Then, have fun with a mirror or a friend. Just keep going over your pitch again and again. It needs to get to the point where you know it inside out. And the more you practice it in front of a mirror, orl that special friend, the more you will notice parts that need removing or even added to. Just bear in mind that 3 second or 80 word limit. If it goes over either of those boundaries, you are looking at a pitch that is just too long.

Some general tips

It’s actually a good idea to keep things as simple as possible. Your listener won’t want to hear every product you make, or about you. They want to hear how you can solve their problem.

Obviously the person you are pitching to is a warm lead, otherwise you’re wasting your time. Because they are warm you know their pain point. Your elevator pitch should solve the problem. It is as simple as that. And that shouldn’t take more than 30 seconds.

Always leave the listener with your business card or some way of contacting you. You haven’t sold them to death, you’ve just told them how you can solve the problem. If your pitch is good, the interest should be there and they will at least think about calling you. However, if you’ve got no way of telling them your contact details then you’ve just wasted your time.

Perhaps the best tip I can give you is to practice. When I say practice, I mean practice to the point where you are able to say it at the drop of a hat. You should practice so much that you’re sick of saying it. You should practice so much that you’re adding emphasis here and there on certain words that you like saying during the pitch. You should practice it so much that you could say it in your sleep (whatever that means).

Your elevator pitch is an easy and simple way to get someone interested in your business proposition. You don’t know when you’ll get a chance to say it, but if you’re ready, then it could make things happen. Also, there is one more benefit. A good elevator pitch keeps you motivated, and also keeps you aware of what you’re doing and why.

Be proud of your business and what you do. You deserve success. Write a damn good elevator pitch and believe every word of it.

How Can You Warm Up A Cold Call?

Cold calling is something that, if done right, can transform the revenue of your business. A lot of this has to do with the fact that you are able to make contact with many people in a short space of time. In addition, you get to talk to these businesses and establish a human connection. This counts for a lot when you are trying to secure new revenue.

All of the ideas I am presenting here are true and they work in the field.

Benefits make a warm call warmer

One thing that is really important when you’re cold calling is to have a piece of paper nearby that outlines two or three key benefits to your product or service. I am not advocating using a script here by any means, but you should always have two or three key benefits that you can draw on if the call becomes something that turns quickly warm.

If the prospect seems to be interested, you need to start laying the benefits out in front of them. This works a lot better than having a full script that many people read robotically. Even if you practised your script for hours on end, it will always seem like a script. Having just a few points to draw on when you are talking to a prospect that is interested pays off.

Decision makers make cold calls worthwhile

I know that this sounds like it’s really obvious, but it is absolutely vital that you only ever present to the decision maker. This is really easy with a small business prospect, because you will almost always get into touch with the owner before anyone else. In larger businesses, you may have to spend some time trying to find your way to the right person to talk to. It takes considerable persistence with larger businesses.

But persist you must. There is only one person that can actually buy from you and that is the person who makes decisions about how the business is run. While this may be at director level with the larger business, you will still find it difficult to do anything at all unless you’re speaking to somebody who has a budget.

You will be rejected with cold calling. Get over it

Be ready to take rejection. Research has shown that at least 30% of the calls you make will result in people not buying anything from you, no matter what you do. This is not because they don’t like you, they just are not in the mood to buy or they don’t have any need for your product or service. So never, ever take this personally.

Another 30% of people you call will be happy to talk to you and have a nice discussion but they may not necessarily even consider buying your product or service. Again, it takes some skill to work out who these people are, and you usually find out by the second call, after you have sent an email or letter etc.

The last 40% of your sales calls consists of people who are actually going to buy from you. This does not mean they do it immediately, but they will do it if you persist and use all your skills in telemarketing.

Cold calls are just the beginning. If you develop some relationships with skill over time, you will hit that 40% and you will benefit from that 40%.

How To Write A Ridiculously Powerful Elevator Pitch (Part One)

The elevator pitch is famous. Most small business owners know what it is, and anyone who sells anything better know what it is.

Just in case you don’t, here is a definition:

An elevator pitch is a concise overview of your business. That sells.

And that’s it. That’s my definition by the way.

It’s called an elevator pitch because you’re supposed to be able to pitch that overview in the time it takes to finish an elevator ride. It should be quick, powerful and effective enough that it gets the listener all fired up about your business and what it can do for them.

When you are actually there in front of a prospect delivering your pitch, the goal is to be as concise and clear as possible, while engaging the listener so well that they want to hear more. And it should all take no more than about thirty seconds.

The awesome elevator pitch part

While it is easy to write a mundane elevator pitch, one that simply explains what you do, it’s a little trickier to create one that gets the listener to a point where they are desperate to hear more. And that’s the sticking point for many people who create their own elevator pitch. They focus on spurting out info about how amazing their company is and how it will change the business of the listener in a very specific way.

That is exactly how not to do it. Instead, your goal is to tease, to spark rabid interest. And then to leave it. That way, the prospect follows you out of the elevator and into your office. And that is when sales happen.

So instead of saying ‘I’m a business consultant’, you might say, ‘I help businesses find more clients in a month than they have in a year’.

That’s a hard pitch to ignore right there.

How to write an awesome elevator pitch

Write your draft pitch by jotting down the responses to the following:

  • Who are you? This is a one sentence answer. The job title.
  • What exactly is it that you do? Two sentences here. Take a look at your product listing for inspiration and convey a two sentence summary of what you actually do
  • What problem do you solve? Talk benefits here, not features. Clearly identify the value you offer to clients. Do you save their time? Do you reduce their stress? Do you find them clients?
  • What is your USP? Take a look at your mission statement and work out what your USP is. Don’t be shy here. What is the one thing you do better than your competitors? Why are you memorable?
  • What question are you asking? This one is focused on a question you might ask a client. For example, going back to the business consultant example, you might ask ‘How do you stop yourself from running out of leads?’
  • Give a call to action. Often, this is as simple as asking a prospect to call you.

Then, after you have put together the responses to the above, it’s now time to put the pitch together from your notes. In the next post, we will look at how you do that. Putting all of that information together and getting it locked in your brain could well be the most important thing you do this year for your business.