Use The Elevator Pitch To Get Strangers To Remember You…And Respond To You!

Do you attend a lot of networking events?

If you do, have you noticed the way you introduce yourself to people?

Remember, first impression counts right?

People are always thinking about their favorite radio station, WII FM. Otherwise known as "What’s In It For Me". If you are not going to grab their attention the moment you meet people, they probably going to forget you.

So what do you do when people ask you what you do?

Most people will say, "I’m a docter." Or "I’m a consultant." Or "I’m a teacher."

It’s always "I’m a this" or I’m a that". Boring. Not gonna cut it.

I’m going to talk about a different approach to introducing yourself that will get the attention of the person you are talking to.

It’s an approach we call…

The Elevator Pitch

Alright. Don’t let the name of this approach fool you.

It’s pretty simple. There are many variations of the elevator pitch. But this is one that has worked for me.

The way we introduce ourselves can be broken down into 3 parts. If you are into copywriting and sales, you will have no problem with this.

Common Words That Kill Your Sales Process

For those who know me, in additional to my online marketing stuff, I’m also doing offline consulting and sales.

This job requires me to meet a lot of people, prospects and customers offline.

What I realized is that offline and online selling can be quite different.

Because this time round, you get to meet someone face to face.

Whether you can form a rapport and establish a mutual understand will depend a lot on what you do…AND SAY!

It’s about saying the rights things…as well…as not saying the WRONG things!

Do you know you may be unwittingly saying words that may be sabotaging your sales prospects?

Well…I certainly said such words before. And quite often too. The worst thing is that sometimes you yourself will not even know you are making such mistakes.

And because of this, I’ve put in a superb article by Jacques Werth, the founder of High Probability Selling on this topic for your benefit.

Read it. And reflect on it. It will have an impact on you just like it had on me. Here goes:

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Getting Others To Relate To You

In marketing, when it comes to selling effectively, other than the product and value factor, a lot are dependant on whether you can get people to trust you.

To trust you, they got to like you. To like you, they got to feel that you care for them. To feel that you care for them, they got relate to YOU.

How?

Simple. In fact, it is simpler than you

Encourage them to ask questions. So they know it is not a robot or a man packed with explosive ready to blow your shit out of the water.

After they asked, you want to answer their questions. Show them that you care. Show them some empathy.

Clarify their doubts. Crystallize the hazy picture for them.

Now…even at times, when you are too busy to answer their questions, you can simply have a reply saying that you are busy at the moment and you appreciate their question. And that you will get back to them as soon as you can.

In that way, they will feel that you have their interest at heart. That’s important.

Help Others To Get What They Want – So That They Can Help You Get What YOU WANT!

Far too often, people only think about themselves.

They only think about their favorite radio station – WIIFM – What’s In It For Me?

And because of this, many of these people are very poor salesman.

And also because of this, there are only a few, comparatively, who know how to turn this around to become GREAT salesmen.

How?

Simply by thinking in terms of the person whom you want to sell. Since you know he is always thinking about what’s in it for him – it’s your job to understand what he really wants – and giving it to him!

Help him by getting what HE wants. And in turn – he will help you back by getting what YOU want.  By buying your goods, services or whatever you want him to do.

It’s that simple.

To sell, we have to snap ourselves out of the mind-set that we must do everything that is geared only to our favor. Clever salesman know how to create a win-win situation.

Genius salesman know how to create a situation that is slanted towards his favor..and yet make the other party think otherwise!

Shut Up – OR You Gonna Lose The Sale!

Today’s post will be a short one. I’ll make it snappy.

I want to touch on a sales bad habit of mine. I swear to you.

I’m trying to change actually. And I’m pretty sure many of you are making this very same mistake – over and over again.

What is it?

It’s a very bad example of salesmanship.

That’s the tendency to over sell.

Imagine when you do your pitch…assuming they respond positively to you…and you had them nodding your head in agreement…then go for the kill

Don’t keep staying there…talking and talking.

Shut the hell up – and MOVE!

That’s why it is important to ask them questions.

Do they understand the benefits? Are they clear? Do they agree with you? These are important because you engage them. And you can observe their body language. If they are for you – or against you?

When you sense you have them in the bag – go for it! Don’t wait. Don’t talk more than is necessary.

Get the contract signed. And bugger off.

Talk more and you risk them losing interest. And off they go. No more money for you!

A Simple Trick To Persuade Someone Who Doesn’t Want To Be Persuaded

Persuasion is an integral part of salesmanship. Because if you want to get your prospects to buy your product or get your service – you want to persuade him that it is only in their interest to do so.

And obviously persuasion is a huge topic with a wide array of strategies you can use. So today I’m going to touch on just one.

A simple trick actually. As always. And also very sneaky. =)

So what exactly is the trick I’m talking about?

Let me first tell you a story…

I was away in Vietnam with my girl friend a while back, in part to holiday and in part to find business partners.

As foreigners, we stand out from the rest of the crowd.  Even when we are Asians like them, the Vietnamese sure knows a foreigner when they see one.

And that makes us prime targets for street sellers!

One day, while me and my girlfriend were walking along a crowed Hanoi Street, 2 ladies immediately appeared in front of us out of nowhere.