September 28, 2020 / by Don Connelly / Presentation Skills / 0 comments
Yes, I’m a huge believer in stories, and in taking time to build value in your services, your brand, and in taking a detailed fact-finder, so you can make your engagement truly client-centered and set yourself up for the close.
But as we all know, many times there just isn’t enough time.
Sometimes you don’t have a leisurely lunch appointment. Sometimes it’s just a meeting engagement: A shared Uber ride, a shared elevator. That’s why you need an “elevator speech.”
Before we get into what constitutes a good elevator speech, let’s think about what you want your elevator speech to accomplish for you.
In 30 seconds or less, a good elevator speech should accomplish the following:
Establish your unique value proposition (UVP).
Establish a reason to initiate contact later.
Establish the means to initiate that contact.
Set up the expectation of contact.
Let’s look at each one in turn.
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Create an Elevator Speech that Wins
September 28, 2020 / by Don Connelly / Presentation Skills / 0 comments
Yes, I’m a huge believer in stories, and in taking time to build value in your services, your brand, and in taking a detailed fact-finder, so you can make your engagement truly client-centered and set yourself up for the close.
But as we all know, many times there just isn’t enough time.
Sometimes you don’t have a leisurely lunch appointment. Sometimes it’s just a meeting engagement: A shared Uber ride, a shared elevator. That’s why you need an “elevator speech.”
Before we get into what constitutes a good elevator speech, let’s think about what you want your elevator speech to accomplish for you.
In 30 seconds or less, a good elevator speech should accomplish the following:
Establish your unique value proposition (UVP).
Establish a reason to initiate contact later.
Establish the means to initiate that contact.
Set up the expectation of contact.
Let’s look at each one in turn.
Read more
5 Steps to Improve Your Sales Skills
April 9, 2018 / by Don Connelly / Marketing Yourself / 0 comments
Advisors often dislike being known as ‘sales people’ – they see the act of selling as somehow disreputable. In fact, this couldn’t be further from the truth.
Selling is essentially the art of persuasion. If you are to get people to open accounts with you, you need to convince them it’s the right thing to do. You need to become proficient at selling if you want to grow your business.
Top advisors are inevitably skilled salespeople. Make it your aim to become great at selling by taking the following steps.
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