A Future Conversation.
Everyone hearing your Elevator Speech, whether presented to an individual or a group, should know exactly what products and/or services you offer. Ideally, they should be able to answer the question, “What does (your name) do?”
Some will want to know more immediately. Good!
However, because a program is about to begin, there’s more networking to be done, or time constraints, that extended conversation will take place in the future. No one should pull out an order pad after delivering their Elevator Speech. Selling, if it occurs, will be later. That’s the way it works.
Those hearing your great Elevator Speech will:
- Possibly see a current need for your product or service. Your infomercial hit one of their “hot buttons” and they want more information ASAP. Exchange contact information with the promise to schedule a conversation.
- Have clarity about your offerings, don’t need it now, but if they consider themselves a prospect for that product or service in the future, will consider you as a provider and want details.
- Have a clear understanding of what you do and feel comfortable referring you if someone expresses a need for your expertise.
Your Elevator Speech is the first step of a possible sale. If people want to know more, it’s a good thing and a buying signal! The conversation that follows, whenever it occurs, is an opportunity to provide details not included in your Elevator Speech. It might be a formal presentation.
The Future Conversation starts with questions; from those wanting more information and you.
That person, and you, need to determine if your services are a fit, or not. DIS-Qualifying is a good outcome because, as one of the goals of the EXPRESS Elevator Speech, neither of you should waste major time on minor possibilities.
On the other hand, this initial get-together may be the first of a number of conversations.
The discussion will address:
- Products and services.
- Pricing and terms.
- Training, updates, and other future items if applicable.
When finished, you’ll both know what the next step, if there is to be one, is.
The conversation started with someone
hearing and understanding your great Elevator Speech!