The How to Increase Sales In Less Than 60 Seconds Report

Transcription

1 The How to Increase Sales In Less Than 60 Seconds Report Can you really make a sale in less than 60 seconds? Do you try to say too much and feel like you're rambling on? In this report I will share; - The top 5 styles of elevator pitch that get you connected. - The 5 big mistakes that stop your elevator pitches from working. - The Top 5 words that need to be in your elevator pitch. - The 5 ways to feeling as confident as your words will be! - And how to make 5 elevator pitches turn into up to 5 months of a structured marketing strategy! If you are looking for a history of the elevator pitch or why you need to master the skill of speaking succinctly to increase your business and success, then this is not the report for you. Every person on the planet can benefit from the ability to speak concisely about what they do, or what they want. And too many of us when we are asked to answer these kind of questions end up rambling and not getting our message across. This report is going to help fix that; No rambling and trying to say too much. No nerves overruling your mouth How to get people so interested they want to know more and buy from you. How to in any environment know what to say to make the connection and get results. So let s get started! 1. What did you say? First of all, I want you to take a moment to write down 5 things you think your marketing says. Don t go and check your website, blog or social media. Think to yourself if someone searches for me online what can people find out about you for themselves online and in the real world? (I forgot to mention this report is pointless to read unless you take action, so can you start by taking action now by writing down those 5 things?) 2. What did you really say? Now ask a business colleague, friend or even a social media connection to tell you 5 things that they feel they get from your business. No prompting them! Now compare the 2 lists. Are there any matches?

2 Any similarities? If there is that s great, you are already on the way to creating a clear succinct message that can resonate throughout your marketing strategy. Do you have matches and yet you feel your marketing is not working? No problem this report will help you create the right words to use in your elevator pitch and across your marketing strategy for months! No matches? Nothing the same? This could be the reason why you struggle to gain new clients, create a powerful sales funnel (basically people on the road to wanting to buy from you) and struggle to grow your business. So let s look at fixing it and improving your results styles First of all, I want to give you 5 styles, okay so there s more than 5 successful styles of an elevator pitch however this is to get the brain working and to give you a realistic starting point and amount of content to effectively work with both in your networking and in your marketing strategy. It s only by reading the complete report that you will be able to see how this is going to work. So here are 5 styles to try in your 60 seconds. Don t use more than one in any elevator pitch. This is about building your profile, getting you known as a thought leader and helping you stand out from the competition. Saying more than one thing doesn t help, it just fogs up the thoughts of your audience so that they forget you, and we don t want that to happen. Take a read of these 5 and think about how you could create your own using these styles; Top Tip By sharing a top tip you are able to showcase that you are a professional, an expert, that you know what you are talking about. As I like to say you can t dictate when someone buys however you can have a say in who they choose to buy from. In this way your networking connections will start to connect you with your areas of expertise. So that when they are out networking if the conversation turns to something you have shared a top tip on, guess who they are likely to mention. For instance, I may say; Good morning my name is Mandie Holgate, and I m a business coach. When delivering an elevator pitch its good to start with your name and end with your name, because most people garble that at the start and if you say something interesting your audience needs a reminder of your name and company name so that they can easily find you. It s also helpful for business owners who are so busy worrying about what they are going to say, they realise half way through your 60 seconds they weren t actually listening! Relevant Share something that could be relevant to your audience. To do this you need consider who is in your audience. For instance, Good Morning my name is Mandie Holgate. And its International Woman s day on the 8 th March and I m speaking at the University and I m now looking

3 for other speaking engagements. What could you offer for International women s day, do share on the BWN social media. So that s Mandie Holgate. This leads me on to. Useful Being useful gets you remembered for all the right reasons. As someone good for business. Someone who is there for other people and not just interested in selling! For instance; Good morning my name is Mandie Holgate., I m going to this event on the 6 th June I thought I would share it with you because I gained thousands of pounds of business from it last year. So that s me Mandie Holgate. Being useful is a way of getting remembered for the right reasons. What do you want to be remembered for? My phone rings all the time with So and so said you were the lady in the know for networking/business growth/fear of public speaking/motivation/kick up the butt what five things do you want to be known for? Success Sharing your success stories enables people to hear what you really do for your clients. Remember it s still not about selling. For instance; Good morning my name is Mandie Holgate.one client I saw recently said that in one area we worked on she has seen a 46% increase in sales. And this was a business that was considering giving up. I will talk about this one again in the 5 ways, so watch out for a way to really power up the results on this one! Targeted If you don t ask you don t get. Seriously if you more success, more sales and more confidence, as scary as it can be you need to step up and ask for what you want. So get targeted. Think about it right now. What do you want? For instance Good morning I m Mandie Holgate.I ve had a very successful relationship with an accountant and a HR company, and I would like the opportunity to speak with more people in those industries who may have staff that are timid, unappreciative of their talent, unable to focus, or lack creativity. So that s me Mandie. Think about it now and ask yourself what would you ultimately walk away from an event with? A new lead, a new client, telling everyone about your book, new course, new offices. Be clear and what you want and ask for it. Did you notice what those 5 words spelt out? Those 5 words spell trust. And if you want to increase the success of your elevator pitch and increase sales then you need to build trust. It s not about selling at a roomful of business owners, it s about building trust. People do business with people they like and trust. It is no good trying to jump to the buying part of a relationship, without building trust first and these 5 styles of elevator pitches will help you do just that. 4. Five words (ok, so 5 painful words and 5 pleasurable ones!) Let s look at some really powerful words to use in your elevator pitches. Think Super heroes on spinach and steroids. If you want to really connect with people you need to know what matters to them. What are the power words that people use when they first phone you and sign up to work with you? They will feature pain words and pleasure words. It s worth noting that while we may say we are motivated into action by the sheer joy of how great it will be, science has proved many times that we are far more likely to take action because we have sussed out the level of pain not taking action could cause. Think flight or fight.

4 Think about what makes you take action? What makes you not open that bottle of wine/chocolate bar/facebook page? The fact is we take action because we can t face the consequences. (Worth noting for achieving your goals too, because it s the kind of thing us coaches like to draw your attention to!) Know the 5 words of pain and the 5 words of joy that appear in your client s conversation. They need to feature in your elevator pitches! 5. Five No s Seriously if you want to damage your success rate when delivering a 60 seconds then do these things! On the other hand, if you want to be more successful, avoid them; - Don t go over 60 seconds. And the only way to achieve that is to practice. Then practice some more and just a little more to really get it right. Think about this for a moment, if there are 30 business owners in the room and they all speak over their allotted time what is the likely hood that you will have time to actually speak to the people after the structured content of the event that you wanted to, before you have to get back to work? And that means your call to action gets diluted and people forget why they wanted to speak with you too! It also makes the host s job really hard work, because your host doesn t want to make anyone feel uncomfortable, and yet is very aware of the back lash they are likely to get if they don t control their event! It can also damage the events reputation, all things that sticking the structure can help avoid. Not only that as a networker its really cool that you can showcase that you know what you are talking about and speak clearly in less than 60 seconds. What better way to showcase you are the expert? - Don t read from a piece of paper, unless it s a review. When you read from paper it diminishes your status as the expert. It makes you look like you don t actually know what you are talking about. You want to get known as the expert so power that up by speaking from the heart, and not from a hotel pad that you just scribbled on! Remember a review is a great way to reinforce your success and it s not your own words, so fine to read from a document you brought with you. How nice that you were prepared, now what does that say about your professionalism? - Don t say this subject is boring On many occasions I ve heard the following statements; Oh gosh, I didn t really I was going to have to speak today (Always assume you are going to be asked to share something) I know this subject bores some people (Really? Why are you in business if you don t enjoy it? What results do you normally get from jobs you hate doing? You want people to see you as an expert who cares about results, not likely you are going to get that message from a 60 seconds if you tell your audience to be bored!) You want to set your audience to be interested. Remember as a human race we like people. We want to connect, to feel like we are in the know, and liked by those around us. Thus an audience naturally wants to be on your side and you make that a lot harder if you give them a lot of negativity when you stand up. - Don t give your life story As harsh as this one is, no one cares. Well okay that is a bit harsh, but the reality is, people care about results, not your history. Are you still reading this report because I ve studied coaching, NLP, CBT, CAT and have an interest in psychology or transactional analysis? Thought not. You care about results. The only time your life story is relevant is if it showcases why you are the expert. And even then remember people are more interested in what they are going to get than how you get to where you are today.

5 - Don t heavy sell. I say time and time again, (although you may not have heard me say this; 21 st Century marketing is not about selling, its about being useful, relevant and interesting. We don t believe the only month to book a holiday or go on a diet is January and we don t need to be sold at. People buy from people when they are good and ready. You are the one that needs to jump through the hoops and showcase why you and you won t achieve that with the hard sell. Use the 5 styles and read the rest of this report to really power up the results. Remember; This is a hook, a way of starting a relationship. You what to get to know people. Not I m going to sell at you every time I see you. People are likely to avoid you if that s your approach! Always prepare a 60 seconds. It s a great skill that show cases that you know your stuff. (In any environment.) At the bank in the queue? The conversation tends to start with; Queues long today, yes, weathers warming up isn t it, what do you do? Be ready. Now as someone who fixes a fear of public speaking in one session and being someone who used to be so fearful of public speaking I would rather my spleen explode than have to talk to a room full of people. I get how scary public speaking can be, and yes even 60 seconds, can make you wish to be in the dentist s chair instead. So let s look at how to power up your words and what you say. And lets briefly look at how to reinforce your confidence, because ultimately I find for many people with a fear there is a lack of confidence that needs to be addressed to boost confidence so you can get on with it! 6. 5 Ways - The way you think. Before you even stand up, what are you thinking? So many times people ruin their chances of success by believing that they are going to fail. Time and time again I see this happen. So in the few seconds before it s your time I m not going to be there to remind you how awesome you are, so what can you do to think this will be brilliant, they will be interested, this will lead to new sales? Power up your results before you talk with your thoughts. It s scary how damaging your thoughts can be. Not only does it damage the way you feel it can also resonate out to your audience. And without knowing why your audience can be sub consciously dismissing what you say. - The way you stand If you stand inwardly or awkwardly you can make your audience feel nervous. Why is she looking nervous, what s going to happen? Why doesn t she look happy? The frightened bunny in the headlights doesn t nothing to build rapport with your audience. So think about the way you stand. Have you heard about the super woman pose? (Basically think Wonder woman) I read recently that further studies have shown that scientists could find no real evidence that it impacted on you or your ability. So okay it may not be real that standing tall, with your shoulders back looking like you could seriously get whatever you want to if standing like your favourite super hero makes you feel good, if it helps, then do it! Remember a placebo can still be powerful. As embarrassing as it can feel, stand in front of a

6 mirror and practice the way you stand. Would a therapist stand in the same way as a lawyer? Would a life coach stand in the same way as a personal trainer? It has to feel natural so practice. - The way you breathe By adding spaces and pauses in your 60 seconds, it helps you to feel calm, you don t run out of breathe and don t look panicked and like you are about to pass out through lack of oxygen. (Again not a good look!) Looking relaxed and breathing reinforces that you love your job, you are confident it what you are saying and you are someone to trust. And not a frightened bunny in headlights. Thinking about the way you breath can also give people time to process what you are saying. It can also create impact. Trial this to see when is a good time to pause. I find it is good to pause after my name and then again after my business name before I share some useful, relevant and interesting (still not selling right?) In this way I m able to give people s brains time to process what I m saying and who I am. A pause can also get people thinking and give them space to do it in. Remember in 60 seconds you don t need to be making sound for all 60 seconds. Unless of course you want to run out of breath and are practising for the underwater diving championships! - The way you act. Do you talk fast or slow? I m motivational and help people take action when it feels too big and tough, so it s highly likely I will speak differently to a therapist who doesn t want to motivate you and power you up, but to relax you and help your mind drift away. What speed works for you? Also think about how you choose to move? You don t need to be stuck to the spot like you are in front of the firing squad. A good example of this is if you are using the style of success. Start by sharing where your client was, use your voice and body language to showcase that this was a problem. Rounded shoulders, turned down smile (yes that can be done!) lowered eyes. Move one step to your right to showcase we took them from here to here. This is what we did. Changing your body language to show a happy person, taking action with more eye contact. Now let s really power up the result of your 60 second elevator pitch shall we? One of the reasons people see poor results with their 60 seconds is because they treat it like many other aspects of their 60 seconds. They create a scatter gun approach; Let s do a bit of social media Let s do some networking Let s get in the press Let s write a blog! If you want to power up the results of your marketing let your 60 seconds be a part of a powerful marketing strategy. Stop doing bitsa of this and bitsa of that. Start by taking a look at the marketing production line

7 Work out which 8 to 10 resources you are going to use. Now go back to the start of this report and look at the 5 styles. Create 5 styles that will compliment your marketing strategy. Better still, start with the 5 styles. Create 5 and then look at the marketing production Line and work out how those 5 styles will feature in your marketing strategy for the next 5 months. In this way by incorporating your 60 seconds into your marketing strategy you reinforce your message. You remind people that you are the expert in these areas. Remember you can t dictate when someone buys however you can have a say in who they choose to buy from! Will your 5 elevator pitches feature in your social media? Will you create a short YouTube video talking about the same useful idea you mentioned in your elevator pitch? Will you expand on your 60 seconds and create blog articles? Will you create a series of blog articles that you mention in your 60 seconds? Can you see how your elevator pitches can become a powerful back bone to your marketing strategy for months? I have already heard that after delivering the above report as a Key Note Speech for a business group that business women have changed their styles and gained new sales. So can you create sales in 60 seconds? I would say if you put this into action, it s a very real possibility! More Success anyone? If you loved this and want more sales have you thought about working with me for 6 weeks at your own pace with The Business Woman s Kick Butt 6 Week Course to Seriously Get Motivated, Focussed & Grow Your Business. In the words of business women: It does what is says on the tin! Wow, it really kicked my butt and made me think about what I was doing and how I was working, I ve made massive changes!

8 Mandie s course, has given me the flexibility to reflect on my business on a weekly basis. It s snippets and insights to make you focus on an area enabled me to make some changes in my work / life balance and to re-think how I deliver some of my work to clients. Thanks Mandie for the opportunity of working with you. Jenny Sjollema PA Angels Get your copy here