Going Up?

Your number of clients, that is.

Many small business owners that I work with shudder at the thought of “selling” to prospective clients. When I ask people what their definition of selling is I usually hear the words pushy, intrusive, rude and self serving.  Since most people don’t want to be labeled as those things, we tend to shy away from talking to people about what we do. 

What if I told you that you could “sell” to your target market without being any of those things? Matter of fact, people will ask YOU for more information on what it is you offer. Once you get the invitation to tell more about you and your business, you’re in! 

Introducing, the Elevator Speech!

What the heck is that, you ask? An elevator speech is simply an approximately 3 second way to tell people what you do. It’s a mini-speech you deliver in the time it takes to ride an elevator.

So, think about being in an elevator and the silence is deafening. The person next to you shuffles nervously and finally asks, “So, what do you do?”  You have 3 seconds to get their undivided attention and have them remember you. You want to make them curious about what you do and ask for more information.

Of course, this can be used anywhere you have 30 seconds and a stranger. You can use this at networking meetings, on the phone, social gatherings, in a restaurant, waiting in line at the store, the gym. The possibilities are endless!

So for example, let’s say I am a ……..  Small Business Owner Coach!

I meet my perfect client in an elevator and they ask me what I do. I say, “I am a Small Business Owner Coach”   Their usual response. “Oh, nice”. What would be different if I said, “I help small business owners attract more clients than they can handle.” They’re curiosity would be peaked, wouldn’t it?   Instead of “oh, nice” I would probably hear “How do you do that?”  Bingo!  There is my invitation to tell them more about me.

So, let’s break this down so you can craft your own elevator speech.  We’ll use the coach as an example. “I help small business owners attract more clients than they can handle.” This simple statement tells people with whom they work, what they do, and what the benefit to their clients is.

WHAT I do = help

WHOM I serve = small business owners

BENEFIT(s) = attract an abundance of clients

Whether you're making a sale or asking for a referral, the people you are speaking with are usually tuned to one station—WIIFM (What’s In It For Me).  The thing is people don’t care what process or techniques you use to help them. They want to know what the benefit to them is. It’s that simple. 

If you would like more information call Karen at 978-448-2353 or e-mail her at  info@coachforhappiness.com