Share don't Scare
We've all heard them - elevator pitches - at a cocktail party or a conference.
Did you ever want to engage into a deeper conversation with a person who just drowns you to their own agenda?
Or a telemarketer calling you and before you get to say yes or no they launch into a long pre-rehearsed monologue about the product/service they're selling. Did you end up buying, and if so, for any other reason than to make them stop?
What are your techniques?
And should and could we put an end to them?
Did you ever want to engage into a deeper conversation with a person who just drowns you to their own agenda?
Or a telemarketer calling you and before you get to say yes or no they launch into a long pre-rehearsed monologue about the product/service they're selling. Did you end up buying, and if so, for any other reason than to make them stop?
What are your techniques?
And should and could we put an end to them?
Tags: elevator, pitches, techniques
Replies to This Discussion
-
Permalink Reply by Jane Chin on -
"Did you ever want to engage into a deeper conversation with a person who just drowns you to their own agenda?" Nope!
"Or a telemarketer calling you and before you get to say yes or no they launch into a long pre-rehearsed monologue about the product/service they're selling. Did you end up buying, and if so, for any other reason than to make them stop?" Nope!
"What are your techniques?" I don't have one, I don't have an elevator pitch; that may be good or bad, depending on what I need to accomplish with a pitch.
I think elevator pitches may be useful, but so far haven't heard one that's outstanding. For one of my projects, I came up with this elevator pitch:
"Hi, I'm Jane Chin. For years I chased success because I thought it would bring me bliss. This year I am focusing on bliss and doing what I love to see if it would bring me success."
Don't know what the heck I'm trying to sell with the above, however.
-
Permalink Reply by Laila on -
I really like the "focusing on bliss" line...I may have to borrow it :) Oh, wait, I already am blissfully happy, and that is what ends up being my biggest asset! People can really tell that I am joyful in what I do. I have even had people tell me they want to sign up without even knowing what I do, because they say "I want to be as happy as you are".
I think if you find out what the heck you want to sell, you will have success with this attitude. (PS if you don't want to sell anything, ask me how changing your shopping habits can change your life)
-
Permalink Reply by William Campbell on -
The good ones deliver the pitch without the target even knowing.
-
Permalink Reply by Andy Lopata on -
Why waste your breath when the other person's not interested? Build the relationship first, inspire people to want to Champion you. At that stage you will know that they really want to understand what you do...and they're listening to the answer.
-
Permalink Reply by alice on -
Love that - "Build the relationship first, inspire people to want to Champion you"
I'm right with you.
Don't force yourself or your company on others - build the relationship...show people you care.
-
Permalink Reply by William Campbell on
-
I didn't say anything about the process of the pitch. I just said the good ones know how to do it without it sounding like a pitch. Therefore a "good one" can possibly do it the way you described, Mr. Lopata.
Yet, it all lies within the individual. If your not good at dynamic conversation, can't read people then adapt to their cues no matter how much of a relationship is built chances are it will never go through.
-
Permalink Reply by Shallie Bey on -
Ulla,
This topic of elevator pitches has come up in your post and in one of the blog posts. I already commented to the blog, but I want to reiterate here the thought that elevator pitches are not bad. It is the bad use of them that makes us cringe.
I believe elevator pitches can be super effective as a way to help people understand what you do and how you can help. I think the problem is in the way that people try to force them on others that is the issue.
Elevator pitches, unfortunately, are often used as the proverbial two by four to get someone’s attention. My bias is to use them as a delicate finishing hammer to polish off the fine points once you have crafted a relationship…one that also includes the possibility of some mutual business interest.
Shallie Bey
-
Permalink Reply by Tara Tollefson on -
I'm at business networking events all the time and have long since learned not to launch into an elevator speech--my approach is to ask alot of questions about their business. One, I honewst want to know and two, everyone likes to feel like you're interested in learning about them. When someone asks me "what do you do?" or "what does your business do?" I usually just give a one-liner. That way, if they're honestly interested, they'll ask more (or give me a look like "and that means . . . ") and if they're not, they'll change the subject, etc. That way I never feel like I"m committing "elevator speech terrorism" (and it's about having a conversation, not about getting out everything about my business in 2 minutes) but certainly am still accomplishing the goal of getting to know people in a professional way. If we have an interesting interaction, I usually say "I'd love to get together over coffee and learn more" and know I have a non-direct-sales opportunity to follow up. Then we exchange business cards :)
-
Permalink Reply by Laila on
-
I agree with not saying so much about my business on the first meeting, but rather gathering as much information about them and their business and their family as possible without giving the third degree. When we next meet, I have a better idea of how to approach them, or if it is a long distance contact, an email filled with personal details of their life and business will be read long before one filled with my personal and business details.
-
Permalink Reply by Michael Crooks on -
Share don't Scare is the title I WISHED I'd come up with when I developed tmy approach to the elevator speech. But to answer the question,"Could we put an end to the droners" ... there will always be those 'Hard Core" sales types that just won't let it rest. So the short answer is no. But, I believe we can lessen the amount if we consider an alternative methodology to the elevator speech. It fits perfectly with Ulla's thread title, "Share don't Scare."
Most elevator speeches are boring. Everyone tries to impress the listener in :60 seconds or less on how great they are. Some of these people are downright scary. But the truth is, nobody really cares about you or your company. And, because everyone uses the same tactical line of thinking — everyone sounds the same, especially in a network club environment. Here's an example:
"Hi, I'm Pat Smith from the Widget Corporation. We're a full service widget company that specializes in customer service. We really go the extra mile for our customers and I invite you to stop by and see the new Widget 2000. It's a great product I'm sure you'll love. Blah, blah, blah, yadda, yadda,yadda."
However, if you give a :60 solution or a :60 second explanation of something that PROVES your expertise, and may be of benefit to the listener, you stand a better chance. Here's some examples:
Plumber:
"I'm Pat Smith from Pat's Plumbing Supplies. Here's a plumbing tip for you do it yourselfers. Hard black plastic water pipe can easily be removed from its fitting and put back on if you fist soften the hard plastic with a hair dryer. That's the kind of tips you benefit from when you attend our monthly do it yourself plumber nights. We tell you how to do it, we show you how to do it and we show you what to use. Women and men can benefit and … we offer free refreshments. Look forward to getting to know you."
Builder:
"I'm Pat Smith, Pat Smith Builders. Here's some inside information regarding new construction or remodeling. Whether it’s a new home, office or addition, consider 2 x 6 construction over traditional 2 x 4 construction. The thicker walls will allow for studier construction, thicker insulation (which will save on your heating and cooling bills) and can enhance soundproofing. …ect…"
Private Investigator
"I'm Pat Smith, from QT Investigations. Did you know, that I can find out a great deal about you just by going through your garbage? Be careful about what sensitive information you throw away. Your trash is an identity thief's gold mine. I recommend everyone get a personal shredder and use it habitually. If you have any questions on how to prevent Identity theft, I'd love to answer them for you."
The three introductions above stand out because they break the mold of the usual introduction. They offer beneficial information and open the door for inquiries. This is the kind of stuff that causes a listener to raise an eyebrow and say, "I didn't know that."
No matter what business you're in, there's a tip, trick or insight you can share with others in your introduction that will get their attention and position YOU, as the "go to" person when they need what you have to offer. If they want to know more, they'll ask. If not, you ask about them.
Warm Regards,
Michael
hello@crooksadvertising.com
-
Permalink Reply by Andrew B. Clark on -
Amen!
I have seen some pretty heavy-handed attempts at network marketing. I think we've all experienced it from telemarketers to Chamber functions with "that guy" that just doesn't back down.
It's not so much about spewing your mission statement out there and then force-feeding it to everyone in the room -- or even one person. It's more about building a relationship and a TWO-WAY conversation about the commonalities you may (or may not) have with the other person.
Create an introduction that causes the other person to ask more (e.g. - Hi. I'm Andrew Clark. I work for a marketing communications company where I get to cook up TRUE brands as The Brand Chef...") And leave it there... Hopefully, that leaves them asking for more. I can then lead into how TRUE branding is an acronym for Truth, Relevance, Unique and Engaging brands... Or I lead them into how a marketing and communications company is a lot like a kitchen - the place where delicious brands are cooked up for patrons.
Once the dialogue is started, then it's your duty to engage... don't preach. Find out what they do and where their interests/pain points may lie.
That's just my approach. Sometimes I get some sideways looks, but most of the time it creates an interesting conversation. And isn't that all we're really after?
Great post...
Keep Cooking!
Andrew
-
Permalink Reply by Joe Ray O'Donnell on -
Just back from Shop.org and I'm still needing CPR from the waves of pitches cast against me. I truly spent hours listening to pitches that sounded pre-written and poorly rehearsed. Even more tramatic was meeting with reps whom did not seem to know who they were working for or what services they offered. My overall thought/advice, elevator pitches are a neccessity for large interactions (and for some of your team members) but in face2face interactions one is better positioned on higher ground: Find out who I am and then position what you can do for me.
Birthdays
Badge
About
© 2010 Created by Ben McConnell
