The most effective elevator speeches I’ve used have been concise and value based. The following is an example. Please input your own information and PRACTICE it enough times so that it becomes as natural as saying your name when meeting someone new.
Try to minimize the advertisement or tendency to talk about yourself. It is not about you. It’s about how your company works closely with clients to help them achieve their goals, faster, easier and better. The goal is to advance the sales process!
The four components of my elevator speeches are:
1.) Introduce yourself
2.) Identify your company
3.) Identify how your company adds value for customers
4.) Create interest by giving an example of how your company has helped a customer (similar to the one of the person you are introducing yourself too) resolve a critical business issue like reducing costs, increasing revenue, etc.
Example: If introducing myself to someone from XYZ Airport Authority which is involved in the aerospace industry:
1.) Hello, my name Rick Venet and I am President of ROI Strategic Business Solutions
2.) We at ROI Strategic Business Solutions provide value added solutions that help our client achieve a higher return on investment
3.) For every $1 spent by our clients on our services, they receive more than $2 in return [leverage your unique capabilities: people, processes, systems, advanced technology, etc.]
Break – Let the other person introduce them and their organization. If you have a few minutes, get to know them. Ask them how long they have been there and where they came from.
4.) Give an example of how your company helped a client; We have worked with a variety of clients and helped them reduce sales cycle times from 12-18 months down to 2-4 weeks. In the Aerospace industry, we recently helped a leading designer and manufacturer of advanced imaging technology respond to the needs of an airport similar to XYZ to resolve security breaches by identifying and locating subjects of interest faster. This allowed the airport authority to minimize operational interruptions, avoid passenger frustration and significant costs.
Now circle back to get them discussing issues about their organization. Ask questions, how are they addressing the need to minimize and eliminate security breaches and checkpoints? What are some of their barriers?
If you are going to a meeting where you know executives from XYZ Airport are going to attend, then do some homework. Normally, I will do research on the companies expected to be in attendance and to prepare questions from reading annual reports, news releases, news paper reports regarding achievements or issues, or other available information.
Also, prior to the meeting, I will attempt to contact the target prospect personally. I will work with their executive assistant to arrange a 5 minute introduction during the meeting/conference. I may contact a mutual friend or business associate to get an endorsement and to be more receptive to my call.
Remember: to advance the sale, get an introduction and/or schedule a follow-up meeting, the person you meet MUST find some value in continuing to talk with you and learn about your capabilities to help their organization.
I hope this is helpful and of value! Good Selling!
Rick Venet is the owner of ROI Strategic Business Solutions LLC, Warren, MI who has developed and leveraged effective methods and techniques which have helped his clients significantly reduce sales cycle times and increase revenues. With more than 30 years of management, leadership, sales and executive networking experience, he has helped companies ranging from $4 Million – $29 Billion dollars in annual revenue improve their performance. His process has been features on CBS business news podcasts on WWJ950 radio in Detroit. He enjoys the challenges and opportunities of working with people and teaching nontraditional skills that help them succeed. Also, he and his wife enjoy the opportunities to visit with their daughter in VET College (MSU) and trips to attend their son’s hockey games and watch the team play (RMU). Rick can be reached at Mobile: (586) 524-1653, or email at rvenet@roisbs.com.
