After I got out of the NFL in 2008, I knew I did not have enough money saved up to live off for the rest of my life. So, after a few months of being deeply depressed about being "dumped" by football, I sat down and evaluated the skills that I possessed. I realized that I was good at talking to people, I was good at sales, but most importantly I was good at the art of listening. So the first thing I did before I went out and started selling my contracting services to potential clients was work on my "elevator pitch!"An elevator pitch is telling a potential client in 60 seconds or less who you are, where you come from, and what you do. After constantly practicing, and delivering my "elevator pitch" to clients, I became quiet good at it. I grew my business to over 8 figures in 5 years with my ability to sell, but (as I'm sure you aware if you know my story) I went bankrupt in 2013. After 1 year of working for others, I decided to get back into the entrepreneur game and try my hand at public speaking.Well after 2 and half years of getting not one paid job (you think I would have learned sooner haha), I sat back and analyzed my approach. I realized I had a great "elevator pitch" which is nice, but I did not have the "how I can help you pitch" which is dire! A "how I can help you pitch" is a pitch usually after you finish your "elevator pitch," and the potential client responds by telling you about themselves, and why they are looking to do business with you. Your "how I can help you pitch" again has to be 60 seconds or less, but in that time you have to express to the client that you can help them with what ever matter they need.Here are a few tips regarding your "how I can help you" pitch:
- You must be paying close attention to your client after you tell them your elevator pitch
- You must tell them exactly how you can help them and be precise and accurate
- Make yourself stand out from the other competition they are interviewing
- Be Honest
- Under Promise and Over Deliver
I have actually created a PPT that I deliver keynote speeches on for clients titled "How To Create A How I Can Help You Pitch." During these talks, I delve more into the art of reading people, rapport building, and much more. I feel that empowering people with this information, especially people in sales, can create a higher volume of revenue and profitability for companies (it has worked for several of my past clients). Employees sometimes don't understand the power of making clients feel "special." And at the end of the day, all sales really is, is getting people to like you, and delivering on the products and services you are selling!Again, I don't know everything, nor do I claim to, but in the last 15 months I have spoken for 2 Fortune 500 brands, and 4 Fortune 100 brands as well. Last week I just got hired to speak for a Fortune 20 brand too. So I hope this article helps you to realize the power of listening to your clients, and that making people feel special is the true root to the art of successful and profitable sales!