Archive for June, 2014
You worked hard to earn the money. Are you needlessly letting gold coins leak out of your money bag as you travel to the bank?
Your presentations can make or break a new relationship immediately.
I met a lovely lady today. When I asked her what she did for her business, she said, “I sell cars.” That statement was true, but it was also a question stopper.
Avoid being a question stopper
We all meet new people on a regular basis. Being asked what we do for a living/business/career is a common and expected question. Ideally your reply will cause the questioner to say, “How do you do that?” or “Tell me more.” The object of your opening line is to generate enough curiosity that the person will start asking you a few questions.
When you say, “I sell cars” there is little room for questions. They know exactly what you do. The next step is quite frequently for them to start telling you about what they do for a living.
We changed her presentation to focus more on the benefit to the customer rather than the vehicle itself. When she focused more on the image created by the vehicle than the specific features of the vehicle, her audience perked up. She became a “vehicle image consultant.” A young man does not buy a car for transportation as much as he buys it for the impression he makes when others see him driving his vehicle. Frankly, how many men and women do you know who purchase more for image than pure transportation? Your “ride” says a great deal about how you see yourself and how you want others to see you.
This impression factor applies to your wardrobe as well. We don’t wear just anything to cover our bodies; we select styles to reflect our personality. Don’t sell the clothes, sell the sizzle.
Create Curiosity and Questions
One of my clients owns a pest control company. We changed her line to “I eliminate what’s bugging you.” There is just enough fun in the line that people what to know more. At that point she can say my business is pest control. Of course the frequent response is “Does that include my ex?” No, it doesn’t; however it is a conversation starter.
Have fun with your opening line.
Another coaching client owns and insurance company. To answer, “I sell insurance” is another conversation stopper. We changed her opening line to “I solve the ‘what if’ in your life.”
My personal opening line is “I help you attract and engage your ideal client.” Really isn’t that what creating a conversation starting opening line is all about? We all want to attract and engage our ideal client whether that is the person in front of you at the moment or someone they know and will refer to you.
When you have fun with your opening line and your business, others will find you more desirable as a person they want to know. Why be boring or bland when you can create fun?
Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation. Go to: www.Elaine4Success.com, www.Elaine4Success.com/Contact