It's all in the way you say you're the Best!

Thought occurred the other day that while I teach how to say your elevator pitch within the safe zone of a direct referral group it does not always translate in other situations verbatim. Sometimes what those of us that have been doing this all our lives know isn’t common knowledge for all.

Within a direct referral group we are allowed and in fact encouraged to get right to it and ask for the things we need to grow our business.  Nicely put within a direct referral group those that ask – receive.  Outside the team this works well with those people we have created relationships with; friends, co-workers, family, long term clients – as long as you were first in those relationships a giver.  But, if you are meeting someone for the first time asking them directly to give you a referral when they don’t yet know how wonderful you are might not translate so well… 

 So let’s use a moment to take our elevator pitch and turn it into something that is usable in any situation to generate a follow up meeting with someone that you might be able to turn into a client or a referral for a team member.

Parts that are usable and should be included inside and outside the meetings are your name & tag – use it often as you want them to remember you long after the conversation is over.

Now take it up a notch have you ever been introduced to someone that said what they do and it caused you to ask ‘what is that?’ or ‘Tell me more’ or ‘That sounds interesting’ – any kind of introduction to someone about what you do that causes a reaction in the person you are talking to or has them asking you a question is a great start!

Whenever you describe your services always explain how your business will make a difference to others. Explain it in an entertaining fashion – make it memorable. Show off your expertise in a personable way. Try to highlight your experience and your company’s strengths using testimonials. Ground your business concept with simple, realistic messages that will make an impact. Do not use jargon – or ‘sales talk’. Most importantly, pitch quickly. You never know – the person to whom you are pitching may have an elevator to catch. 

Let's take another moment to give a few radical ideas of engaging moments that stood out.  Take these and let your creative juices flow for your own industry! 

EX 1: I once met a chiropractor who when he introduced himself took out of his pocket artificial sweetener packets and tossed them on the ground.  What did that have to do with my spine - not much unless my health was being effected by the things I was eating that were causing underlying issues.  Well it caught my attention and I have never forgotten it.  That Doctor that threw the packets down now takes care of my families chiropractic needs as he has a business that takes care of not just the symptom but the root of the problem.  If a persons diet was poor leading to other health issues he wouldn't just do a spine adjustment and see them again in a week because it wouldn't solve their problem.  He'd in fact talk to them about ways to prevent and heal the problem. 

EX 2: We have an extraordinary member in one of Answer Marketing Inc's direct referral groups and his stature has in his past caused him a few troublesome days.  Now he puts it to good use by standing on a chair whenever he has something he wants to say. It catches all our attention every time and keeps our attention for his entire elevator speech.  Using what you have or don't have to your advantage to get a point across is always a way to make sure you are remembered long after the business cards are forgotten.       

Ok, so what makes you special - don't be shy write them down and be proud you are unique! Now give yourself a pat on the back for having services you can offer that make you a valuable person to know! 
Remember practice saying positive things about you and your services as the more fluent it is the less sale pitchy it sounds.  Try it out on friends, your team mates or family and ask for critique.  If they don't like it you know you need to tweak it a little more.  
Now here's the key - when talking to someone ask them what you would want someone to ask you about yourself or your business...  Did a light bulb just pop on?  It should have....  The key to any great conversation is asking others what you would want to be asked, LISTENING to the answers and then being ready when they turn the question onto you.  You've practiced it - Tested it out - & Perfected your response as to what makes you 'The Best'.  Now when they ask it comes out as matter of fact and you have a great foundation laid for business.  

List your Qualities, Practice, Ask, Listen, Answer, Connect!