Ride an Elevator to Fame and Fortune
by Jack Carroll
The "elevator speech" is a brief, carefully constructed statement that tells people the most important information about you, your company, and your products. It crystallizes the most important information about your sales value proposition into a well-organized, delicious paragraph or two of compelling information for your target customer or prospect.
The idea behind the elevator speech is thatby accidentyou meet a target prospect in an elevator on the 25th floor. She asks what you do. You have an opportunity to give it your best shot before getting to the ground floor where you both get off. When you arrive at the lobby she now knows everything of importance about what you do for a living, and why it is valuable to her and her company to consider becoming a customer.
If you think you can communicate your sales message clearly and concisely without doing this exercise or discipline, it might be an interesting exercise for you to try doing it your way with a disinterested third party, and then circle back and do it this way, and let them compare.
The elevator speech is a very powerful sales tool for almost everyone. Here are the six basics of constructing an elevator speech:
Below you'll find these questions with answers provided for a fictitious computer support database tool. Replace these with information about your own product/service/solution, and we'll generate a rough draft of your own elevator speech that you can print out, fine tune, and use.
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