If you’ve ever been put on the spot and asked what you do, or you’ve actually been in that elevator on the way up to be confronted by a potential customer, if you weren't prepared you either blew it or you possibly didn’t say anything at all. Do you have an elevator pitch?

Starting with a short message

This applies to those businesses that have complex messages, or they haven't quite identified their unique value proposition or points of difference. The elevator pitch is meant to be more than just the standard response when someone asks you what you do. Conferences, events, personal outings, at the gas station, even while out shopping offers you opportunity to craft your best elevator pitch.

You want to think of the elevator pitch as a series of short messages almost like twitter with 140 characters or less, short sharp, impacting with a closing engagement strategy.

The conversation starter

When you first meet someone where you feel like there’s an opportunity to introduce yourself in a business sense. Instead of saying “hello I’m Adam, I run a marketing company.” That’s the standard response I’ve heard from 90% of people on introducing themselves. How is this memorable? How about a little personality, a little passion for what you do, you might not get a second chance. Show some enthusiasm, share what you’re passionate about and show you’re interesting. You have to be interested to be interesting.

How about this, say I meet a gentlemen at the coffee shop let's call him Jim. When Jim asks “Adam what do you do” - its game on - “Jim glad you asked, I work in media and publishing, this week we launched a brand new campaign in the US for a promotional company. We have fun energetic marketing style company with offices in Sydney and Cebu Philippines” - pause then ask - “What’s the nature of your business Jim”?

Always ask for something

In business you need to be prepared. In sales it's about learning to ask for the order, or ask for a business card, or ask for a chance to drop by their office, submit a proposal and ask for their business. You might think at first it sounds a little forward but you’ll be amazed at the experiences you can create if you give yourself the chance.

Listen and learn

First impressions can make all the difference and open up new opportunities for you as a business owner. It pays to listen and try and learn something about the business they are in. If you’re really perceptive you can say something like this - Jim I hear you’re running a small IT company, you probably have some great stories to tell about your experiences in helping your customers right? - That’s a say yes question - “If you’re open to learning more about how you can tell your stories to build a better brand then how about I grab your business card and I’ll give you a call”.

You have to take chances in business, you have to be bold and a great elevator pitch can make all the difference in the way you create first impressions and build quality relationships.”

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About the Author

 

About Adam Mole

Adam is the proprietor of start up BPO company Transeo and has been working with offshore and outsourcing services for more than 20 years. Adam is passionate about small business. He likes to write about his experiences in sales and startup business ventures. In his spare time you'll find him on one of Sydney's south coast beaches surfing and smiling. Email Adam at adam.mole@transeo.com.au and follow Adam on Twitter @adam_transeo.