| Author |
Message |
screamingeagle
Member
Joined: 25 Feb 2007
Posts: 96
|
# Posted: 1 Mar 2007 11:09
Reply
If you had 30 seconds to tell someone what you do for living, that involved giving them your business card, what would you tell them?
In my business class, they mentioned that it's alway a good idea to have an "elevator pitch, something that you could tell someone in 30 seconds.
|
daretodream
Member
Joined: 11 Feb 2007
Posts: 30
|
# Posted: 1 Mar 2007 21:47
Reply
When people ask what my business is I tell them I market a high value lifetime vacation package. That can definitely be said in less than 30 seconds  Simply state that and give them your card and say something like "if you are ever in the market for a home business opportunity or a great value vacation package then give me a call"
|
tomcha
Preferred Member
Joined: 4 Feb 2007
Posts: 102
|
# Posted: 3 Mar 2007 07:09
Reply
Let me think about this one for a bit....I'll get back to you Robert.
Thomas
|
screamingeagle
Member
Joined: 25 Feb 2007
Posts: 96
|
# Posted: 4 Mar 2007 22:15
Reply
Thomas:
Thank You! -- Robert
|
tomcha
Preferred Member
Joined: 4 Feb 2007
Posts: 102
|
# Posted: 11 Mar 2007 12:14
Reply
I've given it some thought and have referred to some books that I have in marketing and found a good guideline for elevator pitches.
Start with presenting a problem specifically from the prospect's life.
e.g., Are you traveling as much as you'd like to?
e.g., Are you making as much money as you'd like to or deserve to?
Most likely the answer will always be a "no". If they answer "yes" ....I haven't thought of that yet, but I guess you can say something else to lead the conversation or just congratulate them  and be on your merry way.
Supposing that they answered "no" to the above questions, you'd say next...
e.g., How much would you like to travel? How much would you like to make?
Keeping the focus on what the initial starting point was (travel or money, your decision on how you want to start), you get them to give you what they would like to have that they don't. This further creates a 'need' for a change and is more powerful because it's their own answer from their own lives.
Then ask how their lives would be different or how differently they'd feel if they could change these problems. This is getting them to imagine their future in their own heads and further creating the 'need' to fulfill that change as they are now starting to envision.
Then at this point, mention that this is exactly what you do.
e.g., "I help people to travel the world for pennies on the dollar."
e.g., "I help people to reach their financial goals through a simple and proven home business that provides all the ongoing support and training that you'd need."
etc.... you get the point.
You've just offered a solution to their problem in a way that fits what they were envisioning.
I think with the last statement, it's important not to say too much. Remember that you're under time pressure here and saying too much will give them too much info to process at once.
Let them think and wonder about what you've said for a little bit.
e.g., "Just how will this person help me travel for so little? Where can I go? How will my life change?"
e.g., "How much is this person talking about? Can I make that much? How will my life change? What is this business?"
This is my own little input, but strive to be always the one asking the questions. Questions are powerful. The one asking questions is the one leading the conversation. So if you can keep asking them engaging questions, you are in control of where the conversation will go. And you need that to achieve your goal in a short time (elevator pitch).
Also, when you ask effective questions, the answers will have more impact on them because they are the ones saying it. They form the thoughts, the words and express them. In essence, they accept their own answers easier than those from others so you are getting them to sell to themselves. As we all know, no one likes to be sold to. We like to sell ourselves.
Isn't that true? Think of the last time that you really really wanted something. Something you wanted so badly that you couldn't go for more than a couple of hours without thinking about it. Did someone come to you and try to sell you it over and over again? Probably, the chances are that you kept playing a message to yourself in your head over and over again, thinking how wonderful it was or how it would change your life or make you feel, etc...
Anyways, that's what I came up with.
Present a problem, you could lengthen this a little more too, then present the possibility of solution, and finally present yourself as the solution.
It would probably be a good idea to give them your business card at the end of this conversation and ask them to call you at a certain time (or make some kind of appointment like commitment).
Thomas
|
screamingeagle
Member
Joined: 25 Feb 2007
Posts: 96
|
# Posted: 11 Mar 2007 15:35
Reply
Thomas:
Thank You, that was better then great! You've put a lot of time in thinking of this answer, I greatly appreciate it.
You have an Awesome week!
Take Care,
Robert
|
matiasmommy
Preferred Member
Joined: 12 Mar 2007
Posts: 346
|
# Posted: 15 Mar 2007 03:42
Reply
Michael Oliver actually has an excellent guide with his "naturally selling" recordings. His website is also great, lots of free and valuable resources there. Check it out! Very similar technique (if not the same) to what Thomas mentions.
This is the philosophy that I swear by.. do NOT sell, but have a natural conversation with somebody and find out what they need and if you do, in fact, have a solution for them.
Bottom line is.. help people!
Cheers
Jani
L3 Director, CSG
__________________
|
tomcha
Preferred Member
Joined: 4 Feb 2007
Posts: 102
|
# Posted: 15 Mar 2007 10:58
Reply
Thanks Robert.
The technique that I mentioned is not from Michael Oliver, this is the first time I've heard of him. But I think most people will come to a similar conclusion is they are operating from a similar base.
The base being, pain and pleasure principle of human psychology. You want to identify the pain, then give the solution to that pain, leading to a pleasurable state. When you do that in the right combination, it becomes much easier to persuade and make your point.
Thomas
|
matiasmommy
Preferred Member
Joined: 12 Mar 2007
Posts: 346
|
# Posted: 15 Mar 2007 11:12
Reply
Right.. except I don't see it as my goal or pursude people. My goal is to have them open and willing to look at the information I am able to provide. They can (and should) pursude themselves!
Cheers
Jani
__________________
|
jlDunn
Member
Joined: 5 Feb 2007
Posts: 122
|
# Posted: 15 Mar 2007 11:26
Reply
Thomas, what you said sounds great, except for one thing.....you should be trying to get your prospects to say "Yes"......not "No"
Address their "WHY" (why Im looking for a HBB) so that they answer yes.....
Yes's make people smile, they make them feel better, happier....and that is what you want your opportunity to do for them.
"Does your bank account have room for more money?"
There are more, but I don't remember them....I will listen to the training again and get back to you...
Robert, did you listen to Erica at CSG-U last night?
She also mentioned "How can I assist you in achieving what you are looking for? (money, time, freedom, etc)
Let your prospect tell you how to help them!!
Lindsay
|
tomcha
Preferred Member
Joined: 4 Feb 2007
Posts: 102
|
# Posted: 15 Mar 2007 12:36
Reply
Jani, that's the best kind. Truly the best kind of business transaction is when the prospect 'persuades' himself/herself.
And Lindsay, your point is well taken and I agree that 'yes' puts people more in a positive mood. I just thought that it was useful to point out the negatives in the beginning to create the need for this opportunity or at least to look at it with an open mind.
As far as I know, most people will do more to avoid the negative than to gain the positive.
For example, mot too many people will, let's say, run down a church in the middle of a wedding and then excuse themselves by giving a silly excuse ("sorry, I thought you were filming a movie here.") for a chance to make a million dollars. Surprising, but I know most people won't.
But if you take someone who has the million dollars and really get it into their head that the money will be taken away if they do not do this exact weird strange example that I came up with (where do I get these stuff? Time for a brain spring cleaning) more people will be willing to do it to avoid the negative.
I might be completely off on this. But to me it makes sense. I guess I can stress the positive after the first part to get them to switch their mood and to get them to start saying 'yes'.
Anyways, good point.
And I gotta go wash my brain. It's giving me too many weird thoughts lately....
Thomas
|
screamingeagle
Member
Joined: 25 Feb 2007
Posts: 96
|
# Posted: 15 Mar 2007 13:06 � Edited by: screamingeagle
Reply
Quoting: jlDunn Robert, did you listen to Erica at CSG-U last night? She also mentioned "How can I assist you in achieving what you are looking for? (money, time, freedom, etc)
Hi Lindsay:
Yes, I was on that AWESOME call last night. Yes, I even wrote that down in my notes: "How can I assist you in achieving what you are looking for?" I tried in vain to find my mini-recorder to record it, but I'm so glad that it'll be available in the CSG U Library.
"Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan "press on" has solved and always will solve the problems of the human race" - - Calvin Coolidge
Take Care,
Robert
|
jlDunn
Member
Joined: 5 Feb 2007
Posts: 122
|
# Posted: 15 Mar 2007 13:34
Reply
Robert,
I love your quotes, those are great!! When you get your release, you should get in the habit of sending one a day or one a week to your team, they are great inspirational thoughts!!
Thomas, I do agree with you.....Getting away from the negative is why I am here....and NOW focusing on the positive.....The thoughts about getting YES's from prospects came from a training with Erica Combs. She had some really good ways of stating people's WHY's so they sounded really bad, but easy to get out of with Coastal.....
I will have to listen to the training again.
I will have to try your presentation though, because it makes sense to me!!
Lindsay
|
matiasmommy
Preferred Member
Joined: 12 Mar 2007
Posts: 346
|
# Posted: 15 Mar 2007 14:47
Reply
Hey Lindsey..
Have you listened to the ADDP recordings in your back office?
Really, this stuff all fits into the same mold at the end of the day. Other people present the message differently is all.
There are only 2 human motivations.. towards pleasure or AWAY from pain. Usually, pain is the stronger motivation.
I strongly feel that most people are rather on a treadmill and wearing blinders from the stress and strain of everyday life in our western culture.
Most people are running around, working hard to pay the bills but never really stop to THINK about it. Let alone have someone call to find out why they are in that pain and genuinely LISTEN to them AND be interested in showing them a way off that beaten path and giving them the chace to learn about something that will HELP them.
Do remember- it is NOT what you say, and the words you use but the intent behind you. YOU are an expert on Coastal Vacations and this exciting business opportunity and YOU are looking to find out if there is a fit between you and the prospect and IF you can assist them. They have look at the information with an open mind, and being aware of the "why" of it is NOT nearly as important to you as it is to them. They have to be aware in their conscious mind as to WHY this is something worth their time to look into. They have to understand that your intention is NOT to sell them anything but to share with them the gift of this opportunity. They have to look at the information themselves and make up their own minds- at the end of the day it is them that can and have to make the decison as to whether this is right for their unique circumstance. This has changed many lives on so many levels, but it still takes the right people. I think this is why you do find so many exceptional people spread throughout the coastal business. Its the attractor factor.
Your job is right from the start to lead them. They must like, trust and respect you and you must them or there will not be lead and follow but instead push and pull.
Cheers
jani
Level 3, CSG
__________________
|
(?)
