Ok… these important opportunities for communicating value may not always occur in an elevator, but they do happen frequently. In the airport – in the line at the store – or at a conference, the time will come sooner or later when someone (who could be important to you and your company) asks THE question…. “so, what do you do?” You have just a moment to distill down the value you or your company bring to the table into just a few opportune moments. You need one succinct set of thoughts that stick in their mind. Would you get stuck? This simple 3-step model will help you refine a succinct 30-second message that helps your prospect “get” your important message.
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2 Comments
I turned your wonderful elevator pitch into a great timesaver for the ‘hapless, potential target of a sales pitch – me.’
When I receive a request to listen to the next great thing, I ask the caller/emailer to send an email to me filling in the ‘blanks’ for the following 3 questions:
1. “You know how…
2. “Well, we do…”
3. “And the result is…”
I add some brief comments about what the questions mean.
When (if) I get a response that pretty much ignores what I ask for, I simply say that their response doesn’t show any area of mutual benefit, and politely decline.
When I get a good response that shows some promise and an ability to hear what I’ve asked for, then I respond positively.
Thanks for your guidance!
Thanks Jim!!! I’m using this podcast in my Presentation Skills class at Walhalla HS (SC). It’s great to have the kids hear it coming from someone other than me!
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[...] great results in any presentation, you can use the 3-step model for pitching ideas, advocated by Jim Endicott, a presentation veteran. It goes a bit like [...]