|
|
| Sales Management Information |
|
|
How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business
When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-second overview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the information is disjointed, or the words are boring and seemingly unimportant. Their performance creates a very poor representation of what is otherwise a very good business. Listeners have forgotten the pitch before it's even over! Some people have a natural gift for speaking well extemporaneously, and they manage the process with great self-control. But, for the other 80% to 90%, it's a different story. They muff important opportunities over and over in many daily situations. They frequently miss the chance to make valuable business connections or to develop brand new prospects and customers. Very few business people make the effort to script out a compelling 60-Second Elevator Script (60 seconds is the time you have to meet someone new in an elevator!) that's committed to memory and is able to be delivered at a moment's notice. However, it's so simple to do, and it's one of the most effective marketing tactics you can employ. Everyone knows the importance of first impressions during the first few seconds of meeting someone new - - - whether it's how you dress, the sound of your voice, or the words you use. A concise, well-stated business pitch costs you absolutely nothing to develop, except for a little time, some thought, and, of course, memorization. I use a simple four-step process when scripting these pitches for clients: 1. Interrupt 2. Engage 3. Educate 4. Offer. Begin with a sentence or two that achieves the same result as a headline in a good ad. It attracts attention because it Interrupts the listener with information that has emotional meaning, usually something that deals with problems, frustrations, and annoyances of your target market. Follow on with another sentence that Engages the listener by offering a promise of upcoming information that is important and relevant. Next, give a quick overview that Educates your listener about exactly what you do that's unique compared to industry competitors. You could even include a brief example. Keynote the things that differentiate your business. Finally, conclude with a sentence or two that Offers the listener the chance to obtain more information. The offer should be risk-free and uncomplicated. Craft and refine your 60-second elevator pitch (realistically 1 to 2 minutes). Get everyone in your company to memorize it as a condition of employment. (You can even provide small incentives to pass the test.) You and your staff will then be able to give the prefect presentation of your business whenever the time is right: at a business meeting, in front of prospects, on an airplane, at a trade show, as an on-hold phone message, at a party. It's a great conversation starter. When it becomes your universally used marketing tool, you'll have a coordinated staff that's totally at ease with the topic, and the perception of your business by everyone outside your company will soar to new heights! Good luck with your marketing efforts. いいいいいいいいいいいいいいいいいいいいいいいいいいいいいいいい About The Author:
Sales-Management - Google News |
|
|
|
Careers and Employment To Increase Your Sales and Revenue Make Sure To Add Value What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies: Sales Plan? Whats a Sales Plan? In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led. 8 Line Items of a Trade Show Budget Budget Guidelines for Trade Show Marketing Keeping Your Sales Team Motivated Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. 4 Tips for the Summer Slowdown - How To Pick Up Sales You may have heard about the "summer slowdown". You may be experiencing it right now, or you may not be affected. Regardless it's important to pay attention, and do something this time of year. Generous Donor Refused (how qualified business slipped away) Generous Donor Refused Sales Pipeline Forecasting Is There A Better Way? To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision. The Effective Executive What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose. Run a Productive Business From Your Car-Office The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver products directly to your home. This change in distribution methodology has meant many of us now run a car-office. Online Sales: Secret To Increase Your Sales By Bundling Your Products Microsoft has used this online sales secret to become a giant, and the greatest software company in the world. Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)? Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit. 4 Marketing Myths Threaten Your Sales These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead. Shorten Sales Cycles in Complex Sales Environments Help buyers discover the answers they need to understand and align all of their decision variables. The Surest Way to Boost Sales If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it WORKS! Hiring--A Vital Key In Sales Management Success Recently, I was asked to spend some time on the telephone, coaching a client's administrative assistant on how to check out an employment candidate's references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company's overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to others that I serve. The information is so vital to the management process, I decided to reproduce it here as well. Ten Awesome Ways To Incease Your Sales In Holidays Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too. 5 Secrets to Managing Your Sales Manager Productively Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative's development and as such the representative feels under valued and bored due to the lack of attention and challenge. How To Use A Powerful Leadership Tool To Step Up Sales Results Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase. Increase Your Sales Accept Credit Cards, Part 2 In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. Make Time, Not Excuses There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)
|
| home|Sales Training|Telesales Training|Site map | 
|
© 2006 www.elearn-university.org |
