There are multitudes of ways to answer the question “What do you do?” And your answer has the power to attract or repel potential clients. So, what’s the best way to answer this all-important question? Below are two different elevator speeches I’ve seen salespeople use: One method works, while the other does not.
How to repel prospects: The Impresser. The Impresser wants to set himself apart from — make that above — others. His elevator speech sounds something like this:
“I work only with the best companies in the industry. Elite Enterprises and SNOB are my biggest customers. I work closely with their CEO, Crystal Prada-Gucci — I’m sure you’ve heard of her. We handle their COQs financial systems, specifically the vertical leveraging of their micro-funded core competencies in the intergalactic commercial markets.”
Impressed? You should be, because the Impresser goes to great lengths to ensure you understand just how important he is. Highfalutin words and industry-specific acronyms fill his speech. Also, you’ll hear lots of name dropping. Well-known people and top-notch companies are part of his repertoire.
The trouble with the Impresser’s elevator speech is that it’s off-putting. Most people don’t like the Impresser’s claim to intellectual superiority or elitism. They’re intimidated by big words and jargon and will hesitate to ask questions for fear of looking stupid. If you’re hoping to garner a new client from your elevator speech, avoid the mistakes made by the Impresser.