How to develop your elevator pitch

If you had 60 seconds with your perfect client, what would you say?

How would you explain just why your company is perfect for supply just what they need?

Would you describe what you do or would you how you’ve helped other clients recently?

If you describe what you do (the features) you are asking your perfect client to work out for themselves just how your services will help them. If you describe just how you’ve helped others, not only do you make it easier for them to understand how you can help, but you give evidence that you can deliver a great job.

Which do you think will help your sales process more?

The question is what do you say and how do you ensure they will remember you?

My suggestion:

  • 20 seconds on the benefits of using your services
  • 30 seconds on an example of how you’ve helped others in the past
  • 10 seconds on a strapline that is memorable
If you’ve got it right they should be asking for, or giving, a business card about now so that further conversations can be had.
I am sure you’ve heard something like this before but it is still great advice and so worth repeating.

 

What do your clients think about you?

When was the last time you asked a client for feedback on the quality of the work you did for them?

The more you understand about how your work is perceived, the better your work will become and the results of asking for feedback will help your marketing too.

The feedback will be somewhere between love and loathe and hopefully much closer to love than loathe. The closer to love it gets, the more you can ask for to help with your marketing.

When was the last time you asked a client for:

  • a personal recommendation on LinkedIn?
  • a referral to a connection of theirs who could use your services?
  • a services recommendation on your LinkedIn Company Page?
  • a testimonial?
  • a case study about the project you’ve just delivered?
  • a video testimonial?

All of the above support your marketing and provide a little extra proof that you do a great job. The more of it is available for prospects to read, the more likely they are to pick up the phone and ask you to help them.

Of course, there is a chance that the feedback will be closer to loathe than love. In some ways this is the best feedback because it gives you an opportunity to improve. You may even get a chance to improve your performance for that client, but even if you don’t the feedback will be invaluable for when you start work with your next client.

Either way, make sure you thank them for the feedback as they have helped you, no matter what they actually say.

New Year’s Marketing Resolution?

2013 is here!

The New Year is traditionally the time when people make their resolutions, with February often seeing the end of even the most resolute of resolutions.  Why not make changes things this year and make business resolutions that you stick to?

Have you got the information you need to make the right decisions about your marketing budgets?  Why not promise to collate what you need and improve your bottom line?

Imagine what could happen:

  1. More accurate information being collated, leading to….
  2. Improved decision-making about how to invest your marketing resources, leading to….
  3. More phone calls from clients interested in your services, leading to….
  4. More sales and a busier team, leading to….
  5. A better return on investment. leading to….
  6. MUCH BIGGER CHRISTMAS PRESENTS IN 2013
And if you don’t fancy bigger presents, I am sure you can think of other ways to use the increased profits you can generate from your New Year’s resolution.