When networking remember the golden rule, don’t bore them. Your elevator pitch needs to be interesting and to create a space for potential clients to talk. So slow down and be prepared.
What’s the most common question asked during networking sessions?
“So what do you do?”
A lot of creatives (myself included) have a need to cover all bases and say, “Well everything.”
To a potential client, this is as useful as a chocolate teapot. It’s not easy to summerise your skills and get a client talking in 30 seconds.
That’s why attended a brilliant session recently called “Winning Business Without Selling”. It was run by Carole Gillespie from the company “People buy from People”. In that session she helped guide the attendees into rethinking our approach to selling our services. Here were the key messages:
1. Don’t be introspective
2. Don’t be long winded
3. Starting a conversation is your aim.
As a result I have formulated a new strategy when dealing with potential clients.
1. Briefly describe what I do
2. State a deliverable
3. Show how this helps people
4. Control the conversation by asking them how this might help them.
I’ve even created a visual card to help me.
Here is my new elevator pitch.
“I’m Charlie Tapper and I’m the director of Serial/Trash a creative agency. We specialise in brand development. Recently we helped a leading financial institution save millions of pounds by making them cute.”
Then I pause and ask, “Have you ever considered how your branding affects you staff?” (or something similar).
I’d love to hear about your experiences with elevator pitches – good and bad.
If you want to read more about my elevator pitch stories go here.
The session “Winning Business Without Selling” was hosted by: The Clubhouse
And run by Carole Gillespie