Ten ways to develop a game-winning elevator pitch using a value-focused approach.
1. How do you help? The most important thing to remember is to let your prospects hear the true value you provide in your initial conversation.
2. Listen before talking. If you can, research your prospects’ key desire (e.g. peace of mind) and then evaluate if you can deliver on what they need. This means you need to probe a little to learn about the obstacles that need to be overcome before you should go into your pitch. If you have time to do this, you are in a better position to provide a solution.
3. Don’t be afraid to be a broken record. Be consistent in future communications. It will improve awareness and memory recall for those that hear your pitch.
4. Personalization can help. Customize your story to be in your target market’s words to have it translate better and be more compelling.
5. Match personalities. There are many different personality types and they each have different drivers. Either way, always be positive. Also, avoid being too passive, but don’t be overly aggressive.
6. Why are you better than the rest? Depending on your industry and competitive landscape, you might want to reference what differentiates your business from the rest.
7. Be engaging. Read a prospect’s body language and ask open-ended questions to confirm that your message is being heard.
8. Make an emotional connection. Not all decisions are based on logic alone so be careful not to over talk product and service features in your initial pitch.
9. Why are you involved? Let the prospect know why the product or service you are providing is important to you (e.g. “it is personally rewarding for me to help others.”)
10. The close. Depending on how the pitch is going, end with some sort of call to action to grow a long-lasting relationship. Remember, you don’t ask to get married on the first date.
If you need help perfecting your elevator pitch, contact Byrnes Consulting today.
