Have you ever felt like it is difficult to communicate what you do so that people want to join you?
Someone asks you, “so what do you do?” And for direct marketers and business owners, this can be a fuzzy question to answer. Today I am going to share one of our most popular podcasts on this topic.
As you probably know, an elevator speech is a short communication talking about the key differentiators about what you do, why your business is awesome, and why somebody should engage further in conversation with you. I’m going to teach you how to turn that elevator speech into a more direct, engaging, and compelling conversation. (you can listen to the podcast here or keep on reading for more).
When your normal day-to-day conversation with someone turns into, “What do you do?,” most people think, “I know this is an opportunity. I know that I need to just let this person know how I can help and provide them with solutions and all of that good stuff.” But, somehow it comes out as verbal vomit that leaves your new contact in a 100-yard stare. If you aren’t prepared to answer this question, it can be hard to respond and deliver the value of all the things that you do, right?
Let’s chat through some steps so that you have a quick and easy process to come up with a clear statement about what you do.
Step 1: List out the key words that matter the most to you.
I worked through this with one of our sales students. The words that were important to her were that she was a nurse, she likes to help people and she loves to educate people on a healthy lifestyle.
Step 2: Make it clear so that a 4th grader can understand it.
When working through your key words, make sure you are using simple language. A 4th grader would definitely know what a nurse was and they would know words like educate and healthy.
Step 3: Indicate that there is a transaction.
This is your business…not a hobby. When you tell others when you do for a LIVING, indicate that there is an opportunity to do business with you. You can use a phrase like, “I sell X product,” so they understand that there is an opportunity to work with you further.
Why is step 3 important?
If you talk about things like healthy lifestyle and education without including the fact that it is your livelihood, this could come off as bait and switch situation to your customer, right? They expect to be “educated,” so if you turn around and ask them to buy a kit this may not sit well with them. Making sure that you have the mindset of, “yes, I am a salesperson,” is acting in integrity. You may be a heart-led salesperson which is amazing…but you are a salesperson nonetheless. So in order to be clear and upfront, indicate that this is a business and that you sell something. This is when your hobby becomes an actual business.
Let’s go ahead now and put those key words, simple language, and sales opportunity into a few sentences. For my student, we came up with, “I am a former nurse and I now own an Essential Oils business. I love to educate people on how to use these Essential Oils to incorporate a healthier lifestyle.” Next you can ask a question to get their input. An example would be, “Have you heard of essential oils?” Or, “What do you already know about essential oils?”
From there, if the situation allows, you can simply transition into an appointment setting approach.
I hope this brings you more clarity on a way that you can approach explaining what you love doing, so that you can attract more customers to your business and attract others who would want to do the same thing that you do.
Let’s continue this conversation and talk about how to invite people to join you in the business. Tasha is getting together on Tuesday, November 13th at 4:00 pm pt/7:00 pm et.
Would you like to join us?
If so, click here to get the zoom link. Feel free to invite a friend, we don’t mind. 🙂
And whenever you’re ready, here are a few ways we can work together further…
Join our Direct Sales/Recruiting Foundation or Leadership Foundation Group Coaching Program
If you are ready to take the next step and learn how to create a duplicatable and simple sales process Step 1 is to join our next Your Direct Sales Foundation Coaching Program on November 21st at 9:00 am PT/noon ET. Step 2 If you have taken the Direct Sales course and you want to learn how to lead your team so that they get results and you are not left doing all of the work for everyone join our next Your Leadership Foundation coaching program on December 6th at 11:00 am PT/2:00 pm ET.
Work with an Emerge Sales Training Sales & Leadership coach privately
If you’d like to work with a private coach directly to help you build a successful business, just reply to this message with “Private” in the subject line and tell me a little bit about you and your business. I’ll send over all the details.
If you aren’t sure what the right next step is for you or your team, simply reply to this email and we will connect with you to chat about options.
Have a great day!