Here are five ways to develop a game-winning elevator pitch using a value-focused approach.
1. How do you help? The most important thing to remember is to let your prospects hear the true value you provide in your initial conversation.
2. Listen before talking. If you can, research your prospects’ key desire (e.g. peace of mind) and then evaluate if you can deliver on what they need. This means you need to probe a little to learn about the obstacles that need to be overcome before you should go into your pitch. If you have time to do this, you are in a better position to provide a solution.
3. Don’t be afraid to be a broken record. Be consistent in future communications. It improves awareness and memory recall for those who hear your pitch.
4. Personalization can help. Customize your story to be in your target market’s words, so it translates better and is more compelling.
5. Match personalities. There are many different personality types, and they each have different drivers. Either way, always be positive. Also, avoid being too passive, but don’t be overly aggressive.
If you need help perfecting your elevator pitch, contact Byrnes Consulting today.
Sign up for The Lead and get a new tip in your inbox every day!
- Ed Slott on IRAs, taxes and the educated advisor
- 6 client tax issues advisors should address
- A suitability primer for insurance-only agents
Mike Byrnes founded Byrnes Consulting to provide consulting services. His expertise is in business planning, marketing strategy, business development, client service and management effectiveness, along with several other areas. Read more at www.byrnesconsulting.com.