Describe the types of products you sell or the services you offer. Be short and sweet. Respect their time.
In fact, try to sum up your products and/or services in around two-three sentences.
I would say something like:
Businesses hire me to strategize or consult with them about their sales process & online marketing needs. Companies also hire me/our team to manage their social media campaigns on their behalf.
That’s the cornerstone of what we do.
Yes, we do a lot more but that's the long and short of it for someone who’s given you only a minute or two of their valuable time.
2. Add Your Benefit Statements
Take the two-three sentences you created and add benefit statements to them.
Mine would look like this:
Businesses hire me to strategize or consult with them about their sales process & online marketing needs. One of the best compliments I’ve been given was when a client with aggressive deadlines and little to no experience told me that working with me was like working with a close member of their own team and that my personalized attention is everything they hoped to get when hiring a consultant.
Be enthusiastic and sincere. The client can tell the difference. It is your job to help them succeed.
Companies also hire me/our team to manage their social media campaigns on their behalf. I often find that too many businesses spend large amounts of time and money on social media without any true sense of direction. It’s not your job to dibble-dabble and see what works; it’s mine. My clients love that they can spend precious time elsewhere while we figure out the most efficient strategies for performance.
Depending on how interested the person with whom I’m speaking seems, I can cut those sentences down by using only keywords.
You can see quite clearly how they add value and state the most obvious benefits our services provide.
Helpful TIP: Not exactly sure what the benefits of your products or service are? Ask your current clients! Happy clients are always more than willing to share. Pay close attention to your reviews.
3. Be Helpful
Because it’s all about THEM, not YOU.
Create one sentence that sums up how your company/products/services help people.
Again, be brief. Try to use ten-twenty words or less.
Mine might look something like this:
Our every communication with customers counts, the quality of those communications is paramount.
My mantra: Think Social, not Social Media. It's okay to have fun and make online friends.
Obviously you can’t lead in with this statement. It’s only clear once you’ve described your products or services and added the benefits.
Now you’re entering the part where your companion is either interested or not. You’ll be able to tell by body language and their level of enthusiasm.
If they’re still interested you can move to qualification and you should communicate with complete confidence when it comes to the kind of client you’re interested in working with.
Give an example of referrals and testimonials. Use keywords from the conversation to be more specific.
Business owners who are finding Facebook irrelevant, hard, or not seeing a return on investment are a perfect fit for our social media management program.
Then give an example of a referral that wouldn't benefit the most; my example:
We have worked with small startups all the way up to million-dollar brands! We’d love to help anyone and everyone, but ideally our happiest clients have a healthy monthly budget somewhere in the neighborhood of $1000.
Now you’ve set boundaries confidently. The person you’re presenting or pitching to knows:
If they’re interested
If they’re a qualified lead
If they know of others who may possibly be interested in your business
5. Ask for Referrals & Follow-Up
By now the conversation is flowing back and forth and you probably have a good idea of the interest level of the person you’re speaking to.
If all signs point to “I would be your perfect client” you should take this time to ask questions that will help you custom tailor the end of your pitch.
Ask them about their:
From here you can really get a feel for follow-up. Meaning you need to make a plan for what’s next!
Send a follow-up thank you, ask for a phone chat or meeting, jump on a Google Hangout/Skype session and demo your product. Ask for the sale after all completed demo's. They can only say Yes or No/Not Yet.
Don't forget the often missed or forgotten step of Asking for Referrals & FOLLOW UP!.. FOLLOW UP!.. FOLLOW UP!
Use this 5 step process to create as many mini pitches as you can. The more you pitch the more you sell.
Communicating with confidence should be easy once you’ve given your plan a little insight. Now put these 5 steps to work. You'll be glad you did!