Get More Clients by Using a Compelling Elevator Speech to Engage and Not Just

The first impression you make with your potential customers or clients (a.k.a. prospects) may be your only chance. So what do you say when asked this critical question to get more clients at business networking events or just when conversing with a complete stranger? What do you do? Sales Training Coaching Tip: If you think the response to this question is trite or anything goes, your goal to increase sales will not be realized.This is your opportunity (and may be your only one) not to sell yourself, but rather for this person to "buy you." Sales Training Coaching Tip: To create more clients understand selling is a pushing sales strategy while buying is a pulling one.Most sales training pograms and many marketing workshops discuss how to answer this essential question if you wish to eventually achieve your goal to increase sales. And given all this emphasis, the majority of sales goals are still not achieved.Years ago there was a television program called Let's Make a Deal. The successful contests guessed as to what door hid the Grand Prize and sometimes they received the "booby prizes" because they failed to guess correctly.Today's buying/selling process is somewhat similar to this game of yesterday. There are a series of 7 doors that form a circle. As you unlock the first one the second one appears. You must walk through all 7 doors that lead you back to door number one. Sales Training Coaching Tip: If you have done your research well, have crafted a compelling elevator speech and honed your active listening skills, you should not have to guess as to what door will lead you to gaining commitment to buy your products or services.Your compelling elevator speech is the key to opening the first door of Attracting Attention. Then as you build upon those first vital seven to ten words, it becomes much easier to open and enter through Door Number Two - Building the Relationship.So what makes a compelling elevator speech that engaged and not just hooks the prospect? The answer to that question is all depends where you physically are, who is your target market and any observations you have made. By understanding the one size fits all marketing message may not always work because of where you are, who you are speaking to and what you have already seen and heard can help you as you open and walk through the various doors to achieve your goal to get more clients.For example, to gain empathy you may wish to respond with something like offering a testimonial based upon what your current customers or clients have said. If you wish to differentiate yourself so that you are the Red Jacket, you might talk about the results your products or services deliver.With many crazy busy sales people having more than one target market, they may end up with three to 20 different answers to the question of What do you do. However all responses can be easily traced back to their executive marketing summary.Finally, by crafting a response that compels the buyer to want to know you the seller better makes turning the key to unlocking those first two doors so much easier. When this has been successfully achieved, you will be engaging your potential customers and not just hooking them.

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