If you've ever had an introductory course in sales, you know what WIIFM’s are. WIIFM stands for “What’s In It For Me?” and these statements focus our sales efforts on how our product or service benefits the customer. They are meant to shift our mindset from our own agenda to what the customer wants and needs. It has been my experience that using this benefit language is … [Read more...]
Tune Up Your Pitch
Have you ever been to a networking event where everyone needs to stand up and introduce themselves? I don’t know about you, but after about 3-4 people stand up and recite their elevator pitches, I can’t remember who does what. Very few of them capture my attention. Even less of them are memorable. They all sound alike because everyone is using the same approach, the same … [Read more...]
FAQs versus Elevator Speeches
Post by Frances Cole Jones, contributing Women On Business writer We’ve all heard how important it is to have an “elevator speech” about ourselves, our idea/product, or our business: a package of words that clearly and memorably conveys the essence of yourself, your firm, or your passion to “The CEO when you share a thirty second elevator ride.” What’s sometimes missed is … [Read more...]