The Question You Often Hear
As solopreneurs, there are a couple of situations where you will need to deliver your 30 second commercial – or Elevator Speech as it is often called. You may be asked to introduce yourself at a networking event. And then there is that casual meeting where someone asks you “What do you do?” Of course you want your response to be short, clearly explain what you do, and interesting to the listener. But you also want it to engage the other person(s).
Elevator Speech Template
Sales mentors, at the Sandler Sales Institute teach the following structure:
1. Your name, your business and what it does.
2. Mention a typical pain that your best client experiences
3. Give a benefit or outcome statement about how you resolve the pain.
4. Ask a hook question that makes them want to know the answer.
Make It Work
Write it out first, use the thesaurus and a pain word list. Then say it out loud and time it. Make it a few seconds less than your traget time. How does it feel saying it? Is it too long? Continually refine until it feels natural to you. Get some help and feedback from someone who can be objective. Now memorize it and practice till it feels natural.
Here’s an Example
I’m LowellAnn Fuglsang of Workstyle-Lifestyle Consulting. I coach solopreneurs who typically experience not enough clients, not enough time and procrastination. In my Solo Enterprise Program they get focused on the business activities that move them toward confidence and success. Do you belong to the 4 am club? If so, you can find me at lowellann.com
Update: I get questioned about the 4 am club. If you have sleepless nights due to business worry, you belong the the 4 am club. That’s the hook that makes the listener ask “the 4 am club”?