Hi! This is Frank Furness and today, we’re looking at how to find new clients and business. And what we’re going to be speaking about today is the elevator’s speech or the elevator pitch.
Now, that comes from the almost weird saying of if you have to meet somebody in an elevator in 30 seconds, how do you tell them who you are? What you’re doing? How you can help them? It doesn’t really mean you’re going to speak to strangers in elevators, but really it’s all about, if you meet anyone at a party or exhibition. Anyway, and they say to you what do you do? You have to have your elevator pitch. You have to know what to say.
Now, I worked with companies all over the world and when I test the people I say to them, listen up, just to make sure you had an exhibition and I’ll pause what you do. And I’ll say things like oh, I’m Frank Furness. I’m the sales director of XYZ and so and so I’m the sale’s rep for this company. Well that doesn’t really mean anything to the person you’re talking to. What you want to do is engage them in a two-way conversation.
So here are some things I want to show you. First thing I want you to do is write down three things that you do for your clients. What are three ways that you actually help your clients? So an international speaker on sales and technology, for me it would be, I help my clients to prospect better. I help them to ask a better questions and I help them to close more sales. So it doesn’t matter what business you’re in. Write down the three things you do for your clients.
We then break the elevator pitch into three parts and the first part is it describes what you do, who you are what to do? Pretty plain and simple, “Hi! I’m Frank Furness. I’m a sales speaker and trainer.” For you it might be, “Hi! I’m Rob Smith. I’m a sales director at XYZ. “Hi! I’m Jenny Right. I’m the marketing manager for XYZ organization. So that’s part one.
Part two is what we’ve just written down. Now, this is how they describe benefit from the products or services that you sell. So my part two would be, I help clients to prospect better. I help them to ask better questions and close more sales. And this is the most important thing. Part three where you add the so that. This is really what’s in it for them. So for me again, mine would be. “So that they can hit all of these sales targets, have more fun and play more golf.”
So, let's have a look at mine again, part one. “Hi, I’m Frank Furness. I’m a sale speaker and trainer. I help my clients to prospect better, ask better questions and close more sales, so that they can hit all of these sales targets. Have more fun in what they’re doing and play more golf.”
Now, you’ve got to know that off by heart when somebody meets you in less than 30 seconds, remember this is all about what’s in it for them. Then, you get down to small talk asking them about themselves. You can speak about where they live. What work do they do? Where do they enjoy going on a holidays. You can talk about sport, current events, family, you know you can be going to any networking event if you just start speaking about this. You’ve told them what you d and how you can help them and then you get them to talk about themselves. So that’s just a quick little over view of the elevator pitch.
Remember, in my book Prospecting For Sales, cover many, many ways of how to find new clients and business, whether it's it face to face or on the internet. And some of these strategies include calling, what to say. How do you say it including a whole lot of scripts that really work?
Referrals, how and when do you ask for referrals? What do you actually say? A swap meeting is where you meet with people selling to the same client faces you but they are not competition. Clubs and social activities. I Love getting a low cost, no cost marketing. So, I’ll show you to use periodicals and magazines to get free advertising. Centers of influence, these are people that may never buy from you, but if you know how to develop the center of influence, they will be posting on more referrals that you could imagine.
Seminars, I speak all over the world and I would say to everybody, go and join Toastmasters International, the worlds largest non profit self development organization. It teaches you all the confidence and speaking skills to run your own seminars. Just keeping your eyes and ears open, personal observation, telemarketing, in the book, “Prospecting for sales,” I’ll show you how to use effective telemarketing. How do you look after your old clients better than ever before? How do you develop a ten touch plan for your existing clients? There are many ways you can market and brand yourself. Also direct mail and networking, all of these are covered in my new E-book, how to find new clients and business.
So please, go and take a look at prospectingforsales.com. There’s a video there that tells you a lot more and what the contents are. I can help you in your business. This is Frank Furness and thanks for watching the video.
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