April 24, 2024 by Joe Marr, President, Sandler Training Ann Arbor in Sales Process
Don’t get pigeonholed when you mention your business.
Be ready with a 30-second commercial that answers “so what do you do?”
After your name, share about your clients and the reasons they use you.
- Describe the problems you solve for them using emotional phrases such as fed up, worried, or anxious; like:
“Our clients come to us when they are frustrated with sales.”
Next, share what you do for your clients and how it helps them; like:
“They tell me we help them with proactive, high integrity tactics that help them avoid unpaid consulting.
Finally, end by asking them to deny they have the problem you’ve described; like:
“I don’t imagine you find yourself doing a lot of unpaid consulting?”
Here’s a couple of tips for ensuring people listen to your whole commercial when you’re describing what you do:
- Keep your language conversational and informal.
- Be sure you don’t use buzzwords or industry jargon, these are an instant turn-off.
- Focus on a specific example of something you do. If you ask about a specific problem, you may find that someone has that issue. But if you keep it general, no one will respond.
- Keep it short. People will tune in for 20 seconds, maybe 30, but you’ll never get them to listen to you much longer than that.
- Create different 30-second commercials for different audiences. Try to target their likely pain points.
Contact us if you would like to receive more sales tips and tactics.
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