Shorten your Sales Cycle… in 7 words or less

Workshop Your Elevator Pitch

Golden Rules

• Short• Hook them in• Not a sales pitch• Outcome focused

4 Variations• Social Setting • Prospect• Not a Prospect

• Business Setting• Prospect• Not a Prospect

Inch Wide, Mile Deep

• Very Narrow• Many people want your product• Can afford it

Two Big Questions for you…

• Why are businesses reluctant to focus on a niche?

• What’s wrong with believing …“We can work with any

industry”

A Great Niche

• Reachable• Profitable• They are profitable

Elevator Database

• Created over a 1000 real world examples• Many are rubbish, but still valuable…

Recruitment Industry exampleHelp others to maximise their potential

I find great talent for great companies.

I match talented candidates with leading firms

I connect skills to job opportunities

Manage the best talent in Information Technology

Find exceptional people for great companies!

I place great people with great companies.

Help others to maximise their potential

I match Top Talent with Excellent Employers.

Business developer in recruitment / Wordpress new learner

I am a meritocracy fighter for the compatible talented

Within an hour…

• Sourcing outstanding Engineering executive talent with confidence and discretion

• I source outstanding Engineering talent with certainty and discretion

Who is your key competitor?

• Advertising Agencies; Digital Agencies (perceived competitors)

What’s their greatest strength?

• Reputation & work done for high-profile clients

What weaknesses arise from this strength?

• Work previously done no longer works• Past does not look like the future• Do not work with B2B companies

What are your relative advantages?

• Deliver clients• Shorten the sales cycle

Ideas and opportunities to challenge them?

• Cheeky videos: making two to challenge the absurdity

Challenger Marketing

Fall of Prints Ads

Who is your key competitor?

• Advertising Agencies; Digital Agencies (perceived competitors)

What’s their greatest strength?

• Reputation & work done for high-profile clients

What weaknesses arise from this strength?

• Work previously done no longer works• Past does not look like the future• Do not work with B2B companies

What are your relative advantages?

• Deliver clients• Shorten the sales cycle

Ideas and opportunities to challenge them?

• Cheeky videos: making two to challenge the absurdity

Challenger Marketing

Value Statements# A/R CV/10 FEATURE BENEFIT IMPLICATION

1 A 10We Shorten the Sales Cycle for B2B companies

Huge savings and/or huge growth

Major advantage over competitors

2 A 10Bulk personalised messages on Social Networks

Provides clients a way to precisely target their “gold” niche clients

Fills your sales funnel with your ideal prospects

3 R 5Guarantee leads (we keep working until achieved)

Measurable results Guaranteed ROI

Workshop• ArgusBiometric technology solutions • IMILarge scale deployments of IT hardware• Easy LivingHome elevators

Shorten your Sales Cycle… in 7 words or less

Workshop Your Elevator Pitch