Simple Sales Conversations – Ditch The Elevator Pitch And Create Sales Conversations
Have you ever actually been stuck in an elevator with someone and thought it would be the perfect time to practice your “elevator pitch?” I haven’t and I’m pretty sure you haven’t either.
If the idea of an elevator speech makes you a bit uncomfortable with the whole process of marketing what you have to offer your ideal clients, you’re not alone.
I’ve always considered an elevator speech to be one-sided and self-serving. I realized what I really wanted to create was a dialogue that allowed for sharing of information.
Below is a framework of questions to create simple, effective sales conversations that reflect who you are, and more importantly, create relationships with those you want to serve. It begins with listening to the story the other person is telling and understanding the meaning behind the words.
1. What are you working on right now, or what goal are you working toward?
2. What results or feedback will tell you that you’ve reached that goal?
3. What will you gain by reaching the goal?
4. Are you looking for a partner to help you reach that goal?
5. Would you like to work with me?
By asking sincere questions, you encourage the other person to share what she wants to achieve. Rather than a one-sided speech, you now have a conversation. And by allowing the other person to answer these questions, she is beginning to visualize for herself the benefits of working with you.
To put this framework in context, a sales conversation often happens after the potential client has had some exposure to you and what you offer. Use parts of the framework where appropriate. For example, if you are meeting someone for the first time, you probably wouldn’t ask her if she would like to work with you. But you may ask about her business goals and invite her to visit your website and register for a free seminar or your newsletter.
Use this simple framework to help build your next sales conversation, and ditch your elevator pitch for good!