Many SMB owners and salespeople are almost indoctrinated with having an “elevator speech.” Unfortunately, in many instances this carefully and sometimes very expensive worded first impression fails miserably.
Human beings according to a study by Microsoft now have an attention span of 8 seconds. Believe it or not a goldfish has an attention span of 9 seconds! In the last 16 years, we have cut our attention span in half.
If we speak 150 words in a minute (2.3 words a second), the we have only 18 words to grab the attention of potential ideal customers and sales leads before their attention turns elsewhere.
Right now grab your 60 second or 30 second elevator speech. From the beginning count off 18 words. These are the most important words. Ask yourself this question:
Do these words encourage someone to rush up and say “Tell me more” or “Let’s schedule an appointment to talk?”
The answer is probably a big, loud NO. Many elevator speeches begin with a “Good Morning,” a “Hi,” some other common, boring (already heard that) salutation.
Additionally, human beings are emotional creatures. Your attention grabbing, first impression should be emotionally appealing. Questions are a great way to create some emotional connection with your sales leads.
Depending upon the audience, the question will change. What will not change is the ever present “What’s In It for Me?” or as some say radio station WIIFM. Your sales leads truly do not care about your name, your organization. They want to know “what are the results” you deliver as well as do you understand their problems.
So if you want more sales leads because you want to increase sales, then revisit the first impression made by your elevator speech. Ask yourself is it truly “Goldfish Proof?”
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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at central time 219.508.2859 USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.