Im A Second-Story Man

Can you say who you are and what you do in two sentences or less?

If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.

Robin Williams can do it because he has rehearsed every line. He is just waiting for the opportunity to bring up another fully rehearsed blurb. There is no "ad-lib" from Robin, he has carefully worked out every retort to be very funny.

Your elevator speech should be delivered completely rehearsed, no thinking to it, when you get the question: "What do you do?"..

We're not talking labels here, or vague references.

"I'm in Hardware"
"I'm a Plumber"
"I sell life insurance and used cars".
"I'm a consultant "
"My company sells printing presses"
Or the worst of all "I'm in sales"

They all say what you do, but what they say is all about you. It should be all about them. It should describe how you add value. It should describe the benefits. Most of all, it should stimulate conversation!!!

Your well-rehearsed elevator speech should, in two sentences or less, explain what you do (benefits) not what you are (title). Every person in business should have an Elevator Speech. Your elevator speech should encourage conversation and get them thinking.

When you say what you do, what you say should get the response "Oh? Tell me more.." Even if you are talking to a person you KNOW will NEVER be a customer, do it anyway. That person may know someone who COULD be a customer. You can't tell, so treat them all as prospects and give it your best shot.

Think about what you do and the benefits you provide customers, or think about what you sell and the benefits. Remember, every business situation the customer wants to know, "What's In It For Me?".

With a little practice you can make your elevator speech so compelling they have to ask. Answering the "What do you Do?" question with "I sell the best extension ladders made in America!" might get a yawn in response. But give it a little twist and you have a winner.

"I'm a second story man and my ladder hasn't let me down yet!"

"Oh? Tell me more"

"My extension ladders help people get off the ground safely to do jobs as much as 45 feet in the air. Our ladders have extra wide steps on every other tread. Do you use ladders in your business?"

POW! Business connection made.

As easily as you can respond to "What's your name?", you should be able to recite your elevator speech, and be able to follow up with several clarifying sentences. After that salesmanship takes over and off you go.

Craft your Elevator Speech so the other person can't say:

"That's nice, but I'm not interested"

"We already have one of those"

Think benefits. Work to get the "Oh? Tell me more" response. And do it in two sentences or less.

For more about business, get my article "Voice Mail Can Be Your Buddy" MailTo:[email protected]

©2005 BIG Mike McDaniel All Rights Reserved [email protected] BIG Mike is a Professional Speaker and Small Business Consultant with over 30 years experience, http://BIGIdeasGroup.com

Subscribe to "BIG Mike's BIG Ideas" Newsletter MailTo:[email protected]

In The News:


Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

Selling -abilities : Part 2

In the last article... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More