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WOW, HOW, NOW approach1. WOW. Say something intriguing (even puzzling) that will make the other person want to hear more. A creative summary of what you do that demands some clarification. Ideally, the prospect’s reaction will be to cock their head and ask “what does that mean?” 2. HOW. Answer the stated (or unspoken) question and explain exactly what you do. 3. NOW. Shift into storytelling mode, giving a concrete example of a current customer. The key phrase is “Now, for example…” Fortunately, I’ve found 3 elevator pitches that actually work. They are different than the boring 60 second “talking brochure” because they are: 1. CONVERSATIONS. The goal is not to deliver your 60 second advertisement; it’s to have a two-way conversation. A successful pitch is where the other person relaxes and says “Interesting. Tell me more.” 2. EVERYDAY LANGUAGE. 3. Start with a story/humor/news/etc. Don’t launch into your company spiel. Instead, start with something you expect to hear in a conversation: humor, a story, referring to recent news. Choose something that highlights a problem you help customers solve. 4. Add an emotional benefit statement. Say “That’s what I do.” Then summarize the RESULTS you achieve for customers. It should be an emotional benefit, not a hard-headed business benefit. 5. Quantify your success. Now you add the proof of your benefit statement, using numbers if possible. 6. Use the “velvet rope close”. The velvet rope close suggests your offer is only accessible to certain types. For example, if you’re an investment advisor you might say “I normally only talk about investing in gold with my high net worth clients. But I think it might be right in your case.” Rather than closing like a hungry dog, inappropriate for a social meeting, let the prospect come to you. In your elevator pitch, the key phrase to use is “I’m not sure if I can help you, but…” In fact, here’s a tip: write out your pitch, then take a red pen and cross out all the cliches and marketing-speak. Replace them with one-syllable words.
Elevator pitch example 1 That’s what I do. I train people how to make sure their PowerPoint slides aren’t a complete disaster. For instance, students who attend my workshop can create slides that are 50% more clear and 50% more convincing by the end of the training, based on scores students give each other before and after the workshop. I’m not sure if my training could work at your company. It really depends how much you use PowerPoint and what’s at stake if your PowerPoint is unclear. But I’d be happy to talk to you about it.
Elevator pitch example 2 Elevator pitch example 3 Elevator pitch example 4 Date: 2015-12-24; view: 2834
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