WHAT CAN YOU DO FOR ME?

Just watched the debate.  Interesting contrast in styles.  I started asking myself what I expected to learn from the debate.  In the end it came down to a couple of points which, to my mind, apply to each and every one of us as we seek to sell ourselves to a new client.  You know --- that moment of panic when you try to get someone to listen to your sales pitch:

• Present your strengths and abilities in a clear, straight-forward manner.
• Listen to the other person and directly address the needs expressed in terms of your ability to provide a service.
• Answer ALL questions clearly and concisely.  

• Practice addressing the individual's needs within an honest framework of what you do and how you do it.  

• Explain what sets you apart from the pack.

• Avoid stretching the truth --- you will pay for it later.

• Always end the conversation with a concise restatement of the services you provide and how their performance will improve if they use your services.  Make it a win/win situation.  Remember if THEY succeed, so do you. 

This sounds simple.  In actuality it requires organization.  You must be clear in your own mind as to the services or products you offer, what sets you apart from others and how you can improve the person's chance of success.  While we may think we know these things, when faced with a request for the proverbial "elevator speach" as to what we do, most of us freeze up. 

One of the biggest mistates we can make is to ignore the needs of the person listening to our presentation.  As we saw this evening, ignoring the question does not remove it from the table.  It simply implies that we are either unable or unwilling to answer the question.  In the end, this leaves a bad taste in the mouth of our potential client.

And finally, always leave that potential client with a strong statement as to why they will miss the boat if they don't come to you for help.  State it clearly and concisely --- no mixed messages. 

For example:  When you avail yourself of my 30+ years of experience, you work with the same person each time, reduce your training costs, use my equipment instead of yours, and don't pay for my benefits.  In today's financial market, this is a tremendous savings to you.

Take a few minutes today and formulate your own 30 second statement.  Then arm yourself with a better sense of what you offer that sets you apart from others.  Your next presentation will reap the benefits of your additional preparation!