Here is an excerpt from an article about Barbara Lopez, The Elevator Pitch Coach and President of Brightfarm. Introductions, helps business professionals introduce themselves with high impact. You can sign up for free weekly tips on how to keep your introduction fresh as well as boost your networking at
www.brightfarm.com.
Introducing yourself in a 30-second elevator pitch
The four goals of an effective elevator pitch:
The biggest challenge can be taking everything that’s great about you and your unique product or service, and shrinking it down to ONLY 30-seconds.
What you really want to focus on are the four goals of an effective elevator pitch:
* Make a good first impression
* Be clear and concise
* Stand apart from your competition ...special and unique.
* Make the person you’re talking to want to know more about what you have to offer
What you really want is for the person to ask, “HOW do you do that?” – or, “Wow, I’d like to see!”, which opens up further dialogue.
The four key ingredients of an effective elevator pitch:
We’ve put together a tried and true four-step process for creating an effective elevator pitch. It’s called the F.A.R.M. System™, which is obviously a little play on words for our business name.
To help you through this process, we’ll use an example with a fictional character named Molly, who has a custom wedding invitation and stationery business.
Let’s use the F.A.R.M. System™:
F: Find their pain point
To pique someone’s interest, it’s easier to identify a problem that your product or service solves.
Ask yourself:
What does your product or service do to ease or eliminate a pain people struggle with?
Molly’s customer’s pain point: Molly understands that there are brides out there that want one-of-a-kind wedding invitations and stationery – something that no one else has created. She knows that brides have ideas about what they really want to see and can’t find them in the market.
If you have trouble coming up with the solution you provide, take a few moments to consider what you have done for past or current customers. What are they saying about you? What have they thanked you for? Why do they buy from you?
A: Answer their problem
How do YOU specifically reduce or eliminate that pain? This is your chance to relate them. You’ve certainly helped others ease their pain. This is how you’re going to help them.
How are YOU specifically going to reduce or eliminate their pain?
Molly’s answer to the problem: Molly partners with brides to design the wedding invitations and stationery they’ve always dreamed of. No templates, custom designs from start to finish.
R: Reasons you are different
How are you different? This is your chance to set yourself apart from the competition—you’re not just providing a way out from their pain, you specialize in…what?
Why should someone choose to work with/buy from you? Why are you different? What is your specialty? What are you “known for”?
Molly’s reasons she is different: Molly is an award winning designer, her designs have been featured in (mention various press). OR, Molly has been designing wedding invitations for over 10 years (adding credibility). OR, Molly’s customers love working with her because she is with them in every step of the design process. OR, Molly’s turn around time is incomparable, etc.
M: Make them want more
You’ve hit a pain point, you’ve answered their problem, you’ve let them know why you are different, now is the time to call for action. They’ve only received a teeny tiny taste of what you do. As mentioned in the fourth goal of an effective elevator pitch, you want to encourage the listener to want to know more or to take action. It would be a shame if you piqued their interest and they weren’t encouraged to take it to the next step.
Ask yourself:
What do you want the prospective customer to do? Do you want them to ask you for more information? Do you want them to go to your website to see samples/portfolio? Do you want them to set an appointment with you?
Molly’s call to action: Molly has an extensive portfolio on-line. She has her business card with her (at all times) and gives it with an invitation to look at her portfolio.
Working with the F.A.R.M. System™ as the four key ingredients and the answers to the questions, now it’s time to put your elevator pitch together. One very important thing to do is to start with the pain point. Remember, you want to capture their interest from the very beginning, so you want to start with the problem that either the receiver has, or possibly knows someone who does.
Let’s take a look at how Molly would put together her elevator pitch, based on the answers to her questions.
(Pain point) “Brides want original, custom made invitations and are frustrated because they can’t find exactly what they’re looking for.
(Answer the problem) I’m Molly of Molly’s Custom Wedding Stationery, and I love nothing more than partnering with brides to create invitations and stationery that truly capture the bride’s vision and style.
(Reasons she’s different) An artist for over 10 years, my customers love my one-of-a-kind designs – and they especially love the fact that my turn-around time is incomparable.
(Make them want more) If you’d like to see some of designs for yourself [handing business card], I have an extensive on-line portfolio – so many fun pieces to look at! [If they are a bride] Of course, if you an idea in mind now, I’d love to chat with you about it.”
Of course there are many different ways to apply the four key ingredients, the important thing is to use language that is most natural and comfortable for you.
Once you have your elevator pitch written, practice it as often as possible. Practice it first with either co-workers, partners, spouses or family. They will be very honest with you as to how it sounds and whether they get a clear understanding of what you do.
What if you don’t have the luxury of 30-seconds?
Here’s a quick formula to answer the question, “What do you do?”:
“Well, you know how some people have [insert problem]?”
[pause for them to agree/say yes]
“Well, what I do is [answer the problem]”
Let’s look at how Molly would use this quick formula. Molly might say:
“Well, you know how some brides are looking for custom crafted wedding invitations, but they can’t find what they want?”
[pause for them to agree/say yes]
“Well, what I do is partner with brides to design customized invitations and stationery that truly captures the bride’s vision and style.”
This will hopefully naturally encourage the person to next either ask “How do you do that?” or “Wow, I’d like to see what you do!”
An elevator pitch isn’t just for networking:
While an elevator pitch is commonly used when out networking on behalf of your business, there are several other places you can use either parts of it or all of it:
* Your email signature line: It doesn’t have to be your full pitch, even just one or two sentences that clearly identify what you do.
* Website welcome/about page: Your home page is the first place people land, why not welcome them with your new introduction. Or, use it as an additional description in your about page.
* Backside of business card: Handing someone your card means they’ll be walking away with the introduction they just heard. Having it on your card will help them remember what you do.
* On-line networking profiles: If you’re using social networking to promote your business, it’s a great idea to have your elevator pitch in your profile so that people “get” what you’re all about right away.
* Marketing pieces (brochures, flyers, etc): If you’re sending promotional material out into the world, you might as well tell them a little bit more about your business – even if it’s just in a sentence or two.
* Outgoing voicemail message: If your business requires a lot of phone communication, consider adding a line or two from your pitch in your outgoing message. This will reassure the caller that they’re calling the right person who can help them. For example, in my own outgoing message I simply say “I’m currently helping professionals introduce themselves with high impact – either visually or through their networking commercial.” Simple, and not bogging the caller down with a 30-second out going message.
* Introduction letters/phone calls: You’re making an introduction anyway, why not start off with your elevator pitch – you can always elaborate.
Remember, your elevator pitch is simply an introduction. It’s your 30-second verbal commercial, and it’s crucial to have one. After all, you never know, you might just be talking to your very next customer.
The full article on Design Sponge at....
http://www.designspongeonline.com/2009/05/biz-ladies-09-the-30-second-elevator-pitch.html
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