Do you want people to remember meeting you? Of course you do. More than that, I’ll bet you want them to remember what you do so that if and when they need your services, you’re the first one they call. At some point in time, we’re all asked what we do, and more often than not, our answer, also known as your elevator pitch, is not nearly as effective as it could be. Many of us either over-simplify or over complicate our answer and leave the person asking it bored or confused. See if you recognize (and if you’re guilty of) one of these examples: Example question: So, Dave, what do you guys do? Example answer #1: We’re a financial planning firm. Example answer #2: We build assets for our clients by investing in high yield derivatives hedged... 
Archive for the ‘Sales & Networking’ Category
What do you do? How to develop your elevator pitch in 4 steps
Do you want people to remember meeting you? Of course you do. More than that, I’ll bet you want them to remember what you do so that if and when they need your services, you’re the first one they call. At some point in time, we’re all asked what we do, and more often than not, our answer, also known as your elevator pitch, is not nearly as effective as it could be. Many of us either over-simplify or over complicate our answer and leave the person asking it bored or confused. See if you recognize (and if you’re guilty of) one of these examples: Example question: So, Dave, what do you guys do? Example answer #1: We’re a financial planning firm. Example answer #2: We build assets for our clients by investing in high yield derivatives hedged... The wrong way to make a sales call
Sales people have used a variety of unconventional approaches when it comes to their sales calls. Some are more effective than others, but more importantly, some can cause serious damage to your company’s image. Ineffectiveness is one thing, but you definitely can’t afford to have staff damaging your company’s image. You’re probably wondering what approach could a sales person possibly take that would have that effect. It’s one simple thing: Lie about their intentions. Sadly, it happens all the time, but when people are hungry and desperate, it gets worse. I was recently contacted by a local organization who wanted me to come speak at their event. The woman who contacted me went on and on about how much they admired our company and were impressed by the coverage we’ve received in the media. She raved... What are you REALLY worth?
Regardless of the industry, the true professionals add tremendous value and as a result, demand a higher fee than the average. This works out well when a prospect is looking for value rather than simply the lowest price. Unfortunately, the true professional must contend with others in their industry who are willing to work for much less; of course lower prices come with less value because they are based on skills and knowledge. New entries in your field often undervalue their work or are desperate to scratch out a living, so they work for less than their skills and knowledge would justify. Those who have failed to stay up to date and evolve with changes in your industry will work for less because they don’t have the skills or knowledge to do otherwise. Are you charging... Trust your gut when it comes to new clients
Like many others facing challenging times, you may be looking for every opportunity to bring new revenue into your company, but before you find yourself into a situation you’ll later regret, you need to take a minute to carefully evaluate each and every new client. When times are good and business is free-flowing, you can afford to make a few mistakes here and there in choosing new clients, but when business is slow, even just one nightmare client can bring your company to a grinding halt. It may seem counter-intuitive to turn down potential clients, especially when you need the revenue, but when you look at the long-term implications, it makes perfect sense. A nightmare client can monopolize your time, pay slow (or not at all), frustrate you and your staff and even tie your... Anything worth doing…
Anything worth doing is worth doing poorly until you get good at it. If you are terrible at sales calls, then you should be out there every day making them so that you have an opportunity to learn from a variety of situations. If you are persistent and learn from your mistakes, over time you will become better, and possibly outstanding at making sales calls. This applies to everything in your business. If you put things off because you’re not good at them, your situation will never change. On the other hand, if you spend a little bit of time every day working on the things you’re not good at, you will advance light years ahead of your competition. What do you do?
When asked what they do, most people respond with a canned answer describing their job title. If you work in a large company doing a typical job, this is probably a suitable answer, but if you are an entrepreneur running your own business, this is far from a suitable answer. People are busy, usually stressed and often wrapped up in their own world so when you tell them that you’re a lawyer, accountant, business consultant or whatever it is that you do, it does not stand out. To them, you are just another face in the crowd. They know that if they need the type of services you offer, they can simply visit a search engine, ask an associate or friend to refer them to someone or even pick up the yellow pages. If you... Are you ready
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