Selling has a lot of do with presenting in pitch form right?
Have you ever signed a deal with someone after a 30 second elevator pitch?
I’ve managed to sell in this short period of time a couple of times but that was directly to consumers.
It’s not that common in the business world and for a good reason.
Since selling is about the other party gaining trust in you it takes some time to achieve this so that would indicate that you have all the time in the world. Not so.
You still get a couple of seconds to do a first impression the rest of the time you are scrutinized to the core. Are you who I think you are? this is what the rest of the time is usually taken up by.
So what is a short meeting?
Well in my experience a sell meeting is usually around the 45-60 minutes mark and less than that means they are not interested.
Is that short?
Yes. Since in that time you present yourself and your product/service and your client to be, presents their company. After this time the decision to go ahead is usually taken but the dance towards a signed deal might take a bit longer probably 1 or 2 more meetings depending on how many questions that are still left to answer about the actual product/service.
Since you value your and your customers time make sure that your presentation is to the core of what you do and offer. Make it clear!
Use the words and material in your presentation that really need to be in it to get the message through. Then check it again and again and then let someone else check it.
If you have the money to pay someone in advertising now is the time to use them.
Keep it short since then everything you say is interesting (hopefully) for the customer giving you a greater impact and increases the value of you and your service.
If you sell paper make sure that you have different sorts of paper that you can show and let customer feel the paper to. Is it really important for the customer to know exactly everthing about this paper that they hold in their hand? Probably not. So cut the fluff out and concentrate on the things that they really need to know about the paper.
Keep it short!
- Crafting the Perfect Elevator Pitch (missyward.com)
- The Elevator Pitch: Top Tips (cardsmadeeasy.typepad.com)
- 5 Tips for a Great Elevator Pitch (business2community.com)