Business Leads

Talk Normal! DON’T use an “Elevator Speech” to get New Leads!

You have probably heard one of marketing and sales’ greatest myths: script out and memorize a sales pitch that you can broadcast in an elevator in less than 5 seconds.

The problem with this approach is that you don’t give an opportunity to establish a relationship with potential new clients and customers.

A scripted speech is always detectible and sounds phony and, in today’s world, people can spot a phony sales pitch from a mile away. It’s a turn-off. A normal conversation about what you do and what your business offers, on the other hand, leads to leads.

What you want to do is start a conversion naturally. A conversation is never the same twice. Your goal is to establish a memorable first impression of who you are and what you offer.

For example:
You: Hello, how are you today?

Potential Customer: Oh, I'm fine.

You: What is your line of business?

Potential Customer: Oh, I sell stocks.

You: Oh, really? My business is pretty exciting. I help people _____.

Potential Customer: Oh? My sister is looking for someone who does _____.

See how easy that was?

Carrying on a Conversation Normally Creates a Relationship

Your goal is to open the door and allow potential customers to walk through it during casual conversation.
Your sales opportunity will come when people you've spoken with come to you. At that time, you can go further into what your business does and offers.
Stop proving yourself while having a conversation with a potential customer. Show confidence by being you and using appropriate terms as the conversation flows.
Don’t think of the person you are speaking with as the lead or potential sale. Your goal is to establish a relationship so that word-of-mouth from the person you are speaking with will send you leads.

Important Points to Remember When Establishing New Sales Relationships:

Be yourself.
Use unscripted, normal conversational tones and wording.
Don’t SELL.
Be approachable, warm, friendly, and knowledgeable: people run from “sales people.”
Get rid of the “elevator speech.”

Buying Business Leads

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