Tips for Improving Your Opening Sales Pitch

sales tips from HBWeekly

You have the leads, but are you using the same old pitch?  If you have been a business owner for some time, chances are you already developed an elevator pitch that you and your team use regularly.  The question is: Is your pitch effective?  More than being effective, does your quick business summary accurately reflect your current products or services?

An elevator pitch is your verbal handshake – your first impression.  It should be succinct, persuasive and easy to understand.  A strong statement should not just define your services, but it should include a value proposition.  Here are a few quick tips to help you develop or fine-tune your current elevator pitch:

  1. Be Relatable – In other words, avoid the industry technical terms and explain your services in a way that your prospect will understand. By flooding your pitch with construction jargon, you will not only miss the purpose of your pitch, but you may unknowingly alienate your audience.  Keep it simple and sensible.
  2. Be Real – Your elevator pitch is not supposed to serve as a magic trick, eliciting “oohs” and “ahhs”. Rather, you should offer accurate information about how you can benefit your potential client and real information about your business and its success.
  3. Be Passionate – This does not mean that you need to be dramatic or overly enthusiastic. Rather, take a good look back at what initially drew you to this industry. What sparked your interest, and what made you want to start a company?  When you share the energy and passion you have for your work, the sentiment can often be contagious.
  4. Be Valuable – Know your value. Spewing facts and stats will only go so far; you must be clear on your value proposition.  What do you offer that the competition may not offer?  What makes your business the right match for your clients, and how do you stand out from the crowd?  Define what it is that makes your services both unique and valuable.
  5. Be Brief – An elevator pitch is called an elevator pitch for a reason – It’s short and to the point. It should last anywhere from 30 seconds to a maximum of a minute or so.  With our shrinking attention spans thanks to smart technology and social media, you are on the safer side with sticking to the 30 second range.  In addition to being brief, it should be intriguing and leave the listener with wanting more information.
  6. Be Understanding – By knowing your prospect, you will be one step ahead. Do your research.  For HBW subscribers this step is easier as subscribers have all of the building permit data needed to make a pitch that caters to the type of construction being performed and the time frame in which they are working.  By knowing your potential client’s needs, you can offer specific information and details about your services that will resonate with them.
  7. Be Prepared – An elevator pitch should be well-rehearsed and thoroughly understood. Beyond the pitch itself, you and your team should be prepared for the various responses and questions that may follow.  If your contact is interested, what are the next steps?  How do they get started, and how soon can you begin?

Although we don’t expect you to be meeting your HBW leads in elevators anytime soon, you should have a strong elevator pitch ready for any encounter.  By keeping your first interaction with your contacts accurate and engaging, you increase your chances of your two-minute opportunity turning into a long-term relationship with a future client.

For more information on construction business and marketing tips, stay connected with the HBW Blog.  To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

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