Do you cringe when someone asks you – “So, what do you do?”. You scramble for the “right” thing to say to capture one’s interest, yet you typically struggle for the right words. Why is there so much importance placed on this elevator pitch, as so many call it, anyway?
It doesn’t matter if you are networking in person or virtually, having an introduction message to share with others is key to getting any conversation started. In the US, it has become customary to ask in our business and general conversations. Do we really want to know what you “do,” or is it more of a conversation starter? I think it is both. I have been training and coaching others on how to develop this key message for a few years and have found why so many have difficulty with answering the question is because they misunderstand its purpose. Most of us were taught or believed it is to sell someone in 30 to 60 seconds. No wonder, so many of us feel the pressure when asked the question.
Changing the Paradigm:
Your message is intended to start the conversation or to keep it moving forward. When you understand this purpose, it removes the pressure of thinking you need to have a 30-second sales pitch. When you develop and refine your message, you will hear a response such as: how do you do that? Or Can you also help in this situation… or tell me more. In reactions of this type, you will have piqued their interest in what you do and how you can help them.
It’s all about them:
Most of the messages I hear are too “self” focused and not focused on the prospect. We are all walking around tuned into the radio station WIIFM (What Is In It For Me). Understanding this fact guides us to develop a message that will create interest and conversations, not apathy toward us.
Your message should be all about the result they will receive when they own your product or service. When you shift your thinking in this way, you will be prospect and client-focused and not self-focused. It helps to build trust and rapport. No sales conversation will last long without it.
Uses for your message:
When you understand all the details in the information that goes into your short introduction message, you can use this in any conversation. When you spend the time to develop your message, you understand all the details of your business, product or service, your why, and, most importantly, how you help others. You will have all your own “sound bites” to use in any conversation. This includes your sales presentations, emails, articles, social, and business conversations. You no longer worry and fret about just what to say; instead, you can focus on the person or group you are in front of and know how you can best serve them.
“You can’t read the label when you are inside the jar.”
The reason we all struggle with our message is we are often too close to it, and we are all absorbed in the “doing” and forget the purpose of career or business. When you ask yourself the right questions and take the time to discover the answers, you will then know in your core being why you do what you do and exactly how you make a difference in the world. When you gain this confidence, it will exude from your being and attract others to you. It begins the sales conversation. If you are struggling with your introduction, download our free guide and take the time to know for yourself why you do what you do. You will experience more sales success.
If you are struggling with your introduction, we have a simple guide to assist you in creating your introduction message, we have created a free report or worksheet you can download that will guide you through the steps. You can get your copy by going here – “29 Seconds to Greatness”.