SCORE WEBINAR: Optimizing Your Elevator Stories
WATCH THIS WEBINAR UNTIL THE END TO LEARN HOW TO CLAIM ALL YOUR FREE GIFTS!
UPDATED on August 16, 2023:
UPDATED on June 28 2023: https://fccdl.in/Kn58o8yTnL
UNEDITED AUTOMATIC TRANSCRIPT FOR
How to Win and Lose Your Sale in Just 30 Seconds
making soon losing sound seconds. How often is has that happened? Ah too many your guide don’t talk yourself in and out of a say on 30 seconds Long ago far away sharon got a bonus check from an employer.
And I said, what do you want to do the checks if I want to buy a car? So we ever owned a new car before so we weren’t looking for cars.
We’re in the dealership, it was a Honda dealership. I will share that, I won’t say which one goes on receivable of our most and who’s and the guys asking me questions about car.
You know what I want, you know, I see you know what I want and I do, I guess you didn’t get it. sharon’s buying the car.
You really should ask for these questions. columbus. The chauffeur today. And he kept asking me questions asking me question like sharon fields or nope. He talked himself into an out of a sale in no time at all because he wasn’t paying attention and wasn’t doing what he was supposed to do and making his message targeted the right person,
your elevator pens can be the same thing. You can stand up at some chamber events and networking event and you, you just ramble. We’ve all heard that person.
We’ve all seen that person. Ah, they feel like they have to, they have to make the sale to get one shot at. And that’s going to be a dog gun.
They’re gonna, they’re going to give it to you. So we want, we want you to avoid that. By the way, this is, if you’re doing your own events,
you should have one of these slides. This is the all right through reserve slides as is our intellectual property. If you don’t have a slide like this for your presentations,
make sure you get one. There’s ours. Today we’re gonna talk about some 8 things that are guaranteed maker albert stories better. How many? It’s 8,
not 7, not 9. Well, maybe 9, if you know what we do, we turn that bonuses, but at least 8, we’re going to give you 3 awesome elevator stories,
the templates of which you can use when they’re at work, most of the time. In other words, there are some situations where a different template of work will work,
but we’re not going to cover that one because that that’s a long and 4 ways to get off to a fast start. But let’s begin with the most important thing you’re going to learn today.
Best for everything you’re going to learn today enough that what would you type if you saw on Facebook? What do you do for a living if you’re a tired buddy,
what did you do? What would you type sadly,
most people would be able to do that way. That’s going to capture the attention of the people that are watching. What I love for our business is that when,
when we see those on Facebook, They say type in a link, we have a link, it’s free marketing, consultation dot com notes. And in those 3 words,
it tells you exactly what we can do for you. 3 words or alas, oh my goodness. Because you’re just that good. Yeah. Well, cindy ross,
it’s here and she can’t say it, but her workers would be retire rich faster. She can’t, she can’t say that science with plants. They would be all over her To who else isn’t.
Julie is on Best portrait. Best portrait ever. Yeah. There be hers. So you know, he could say I for best portrait in l. A.
In but only because she is a little hampered by her locations. Yeah. And it is yes, as soon as I said her name, she came back,
she was, she was stepping off. Now just a message you Who says I can have as much fun doing these virtually as I do everything.
So if you saw what’s on your screen now, and I’ve now given you enough time to read the slide you’ve already slide, do you have any concept with this company does?
No, I mean, it could be all sorts of things. It could be. This could be dozens of different types of companies. It’s financial, it could be a photographer,
custom solutions. I business coach when I got it going. Here’s the thing. Your website is telling all sorts of pictures everything you do. Every message that you send out is using some form of your elevator pitch weather a little bit longer or a little bit shorter.
So you’ve got to make sure that you are creating your elevator pitch so that your, your prospects are going to consume it or not to look if they’re approx,
we don’t know they’re, if they’re a suspect or a prospect until they get some information form from us and honestly, we can’t sell everybody. You can’t.
So everyone in the world, no matter how good you are. Well, heck, even if you could, you couldn’t service. But now even if you could sell the whole,
it’s just not going to happen. You know, we’re, we’re pretty darn good business coaches, but we couldn’t coach every small business and he talk it’d be fun trying,
but I actually know it wouldn’t be fun. I kind of like, really overwhelmed. Yeah. So we don’t want that happen. Just remember, every tactic that you are,
you’re creating and there are dozens this. I wanted to do a list of like 30 really fast. And this is what I came up with in like 5 minutes.
Everything that you’re going to do need some version of your message, some version of your elevator pitch. I just a little bit about us. We stick our,
our business began as a promo promotional product company and we gave away marketing assistance. It was kind of a bonus. You know, when you, when you buy promos for me,
you get my marketing mind creating for you, you know, figuring it out, handing it to you. And then 2 things really cool happen one share during the company.
And that gave us a huge competitive edge because she came from the, the non sales part of the world. Is that the online h arse, in systems part.
So between the 2 of us we were able to serve our clients much better. And our business really began to grow that way. We also found out that masterminding gave us a very different direction.
We’re. We’ve been in 3 different mastermind groups and we run one for our coaching clients. And one of the reasons we run one for our coaching clients,
but it’s a matter of, you know, where all of a sudden 2 plus 2 can equal 7 because of the information that you get. And the way it works and that,
that partner up picture is there on the right side because we had have a book. It’s called partners and everything. And this book is, it’s your couples guide.
You’re running a successful business without ruining your life. And this book came about because dan janelle, who is in one of our master mine groups read, i think is the map,
the marketing checklist to. And he came downstairs in the 2nd day of master maggie and said, look, you guys ought to write a book that targets his businesses,
people run together. I’d never thought of that. But it’s one of our target audiences. So why we got an idea and he was just giving it that.
So masterminding has helped our business and a lot of different ways and it’s, it’s why we do it for our clients. And we also learned that it had to be the right kind of coaching because we found that most coaches that we came across,
we’re all alike. And they were selling what they wanted to sell, not necessarily what we needed, which taught us to create a coaching program based on what we couldn’t find in the marketplace and what we,
what we needed for ourselves. That’s what we created for our clients and way too many of them are transactional. Edwards, you get x meetings with me,
your coach and that’s it. And we voice and you know, if, if one of our clients used up all their time and they needed another half hour,
well how we’re going to give it to them. So that was, it was really important to us on, on our road to become who we were,
you know, our evolution had all sorts of challenges. One, we moved to sedona and we thought this is going to be cool. We’re going to do a different boot camp every month,
and it’s going to have a different type of demographic, like women own businesses one month and, and you know, legal professionals and another and service business and another retail and another.
And we found out it was a cool idea, but the cons people had a rough concept of all right, I’m going to go for this weekend. I can,
I can conceptualize how to get to Phoenix from wherever i am around the country. But that 2 hour drive the how they were going to get from phoenix to sedona,
Kind of messed it up for me and, and when we did the research, that is why people were china. So we had to change our entire business.
And you know where, when we evolved in and change you upgraded from sit on the market and what we realized as, as we’ve now moved all the way across country from no,
I just sit down in Maryland, is it the more that you can niche, your business the smaller that you can make your niche, the more money you’re going to make,
the better you can niche it. And that’s why we only coat, small business owners who are really good at what they do. You know, that’s our favorite niche.
So because of those experiences, we also the things that we teach in our webinars. It’s a stream of small adjustments quite often. You know, now you don’t have a website,
ok, that’s a big. You’ve never used social media. If you have no idea what your elevator pitch is, ok, that’s a big bit of a big adjustment,
but quite often i have taken in a, an elevator pitch and continue to tweak it until it landed. And that’s the sort of thing. When I went,
was it last year? Early last year I went into the club house every day at 7 in the morning. Because there is, there was a room that was entitled,
you know, come do your elevator pitch in network that way. In case you don’t, real clubhouse is an audio only app. And for 3 months,
I did a completely different elevator pitch every day. Mostly because I wanted to say them out loud and know that humans were listening. I also found out that our audience isn’t on that out,
so I had nothing to lose. And I was able to, that’s 4 months, 30 days, a 100 and something different elevator pitches or through most i know most of you would rather not even have one.
But hey, think for me it’s kind of a, it’s kind of a geeky thing. I’d like to do it okay. How can I tell the story about what we do?
Because it’s not really about the perfect pitch. Absolutely. It’s about becoming a good picture. So that you can, you have a pitch that sort of your template,
but you can adjust it based on some assumptions that you’re making about who’s in the room. And it was interesting very quickly, because I knew why I was in that room when it was coming to my turn.
I always got the OK. Everybody. Let’s here we’re going to say today it was just the, the folks that were moderating the room. They got a kick out of our what,
how is he going to describe what he does today? And it very quickly became thing. Well, you are thing. Yes. And so were you your we published 7,
definitely books. You get down. It’ll come out next year. The tentative title is the physics of marketing. Look for it, I’m going to say just for September.
And we’ve been interviewed by a bunch of really cool people from an S C O point of view having jamesville and checks name on the front page of our website and Kevin harrington.
And the word shark tank on our website and forbes riley has helped a lot. So getting interviewed by some really cool people, mark that down as a thing you want to have done for your business.
And we’ve competed foreign were voted america’s number one coaching team for small business marketing picture as us competing that day. We’ve spoken on stages all over the US.
We turn a lot of washer printers into profitable entrepreneurs and mentor small business owners to keep getting what you want for your business today. What we really want to do is take our mission to want to show you how to use our elevator pitches to promote our business so that you’re going to be able to promote your business in a much easier way.
So that when someone asks, what do you do? You don’t know. Yeah, dr and I could, I could share enough it to in the morning and got a bed.
What do you do? She would just, she would just go right into, well, where the easy button, small business, when you have a challenge,
sales press that easy. But when you’re, I mean, she would just bam right into it. But that wasn’t always the case. She’s got, you’ve gotten better.
All right, 8 things, not 7, not 98 things that are going to your elevate it or speech and your networking opportunities better. Ready for that,
julie? Ready for number one. Ok, i got a thumbs up from the 1st the words. Hi, my name is is killing your business. Ah,
and if I said everybody do your elevator pitch right now. Every darn well no, no, no, not everyone. Cindy wouldn’t do it because she’s a client.
She knows not to do it. Julie wouldn’t do it. She’s a coach and clients you wouldn’t think that joe’s been in boot camp, so yeah, just been in blue cap so he wouldn’t do it either.
I could, I could say, hey Joe devine, do your elevator pigeon and he would not start now. I’m not going to, I’m not going to put that pressure on joe to turn on the camera and do it.
I’m going to do it yet yet. yet being the joe, you’re times coming. You know, it’s just happened to joe. Joe, is it?
Yeah, just that is huh. Okay, joe, we love. Yeah. You’re good man. The thing is, if you’re in a room here on his zoom,
there’s 30 people in the room and every person’s. Hi, my name is hi, my name is I’m going to name isn’t, and your subconscious kind of goes,
why the hell do I care? Because our subconscious, ours mine your share is a all right, what’s in it for me? So if you begin with the words,
hi, my name is your subconscious drops down the hall and decide to do something else. It’s important for your brain and nobody listens to you. If you start that way.
And I realize almost, you know, that all of you said what am I supposed to start with? That’s a great question. We’re going to get to that.
Just know that hi, my name is and I am a is, is no longer what you start your elevator pitch because people will turn out and they forget your name and they forget when you do it until the end,
the like, oh wait, what was that guy’s name Yeah, that’s all right. It is ok to write them out and print it and read it or have it on an app on your phone.
I’ve done that. I’ve used, you know, had it on my phone. Yeah. Totally. Ok. But they’ll know it’s not spontaneous. Ok,
that’s ok. They will think your prepared. You know. Ok, thank you. julie’s reading her ellen right now. She’s eating reading or elevator. She’s eating a little bit while she’s she’s got it.
I mean, julie thought about this in advance. Julie is clearly thinking about her business. I wish I was like julie, so totally ok to write it out.
Then there’s that person. If you’re an L A and you’re in a networking group, and you might know star tomlinson, or you might have known sure.
On rosen there. Those are 2 women that will sing their elevator pitch and let me tell you, they’ve got the pipes they’ve, they’re just spectacular. As a person after them always says,
jane, that’s a hard act to follow In with those words.
dang, that’s a hard act. To those generate words, if you encounter contraction, they take away all your power in the room. Don’t do that and everyone’s just,
let’s go back to slide. Oh, they don’t really think they’re special. I don’t need to pay attention and they don’t pay attention to that. Sure.
Yeah, don’t do that. In fact, it’s fine that I was in a networking group in, in sedona and the insurance agent, bob, bob morrison.
hell of a nice guy, an amazing insurance agent. If you’re in Phoenix, arizona, bob, more than just like the best insurance agent, He wouldn’t sit on my left for breakfast as it,
bob said, you see now, banks, i’ll sit over here. Well, but I want to talk now and I can get over here. And I can last after like a month of this.
Why don’t you sit next to me? Yes, I don’t want to follow your elevator pitch. Huh? I get it. So here’s the thing. If somebody sings or somebody is really funny,
i mean if you follow bob epstein in a room, I pity you. Let them get their laugh.
Let them get their applause. sit there, wait. Your time doesn’t start until your words come out of your mouth. You left there in saddle and then you know,
if you’re in person, you stand out, but you will stay until there till till it’s settled. Don’t ever let anyone take your thunder because you’re really important.
Your message has got to be heard. And if the room hasn’t settled, it’s not going to get heard. Remember, we don’t need everyone in the room to be our,
our target market because they’re not. But what if that one or those 2 people out of a room of 40 are your per, are your person there?
What we would call your harriet or your referral partner. You know, you’re great to and if they’re busy, jibber jabbering with the person next about our awesome,
you know, Oh my God, have you ever heard sharon saying osh? She’s amazing. And they missed you. So way y’all said I want to be that guy or that gal before the meeting,
usually, you know, have to save some insurance person who just got that job and they’re selling life insurance or, or, you know, you’ve seen them.
And their goal is to give everyone, not one business card, but 2 or 3, because take 3 you can give away to 2 people, you know,
like that ever happens. The only business cards i give away right now are those that Well from our contractor because it’s really our contractor who is doing some amazing things at our house.
I have his card in my wallet. He’s that good. Well, yeah. So don’t be that guy. When you’re meeting people before the meeting, you’re just talk about what ever is up in the day when.
When, when sharon’s going to a networking meeting before me, you know, without me by chance, i’ll say all right, here’s, here’s what you have to know in the sports world just in case.
Yeah, here’s the big thing that happened. Like well let’s see. Last night the the celtics and the Lakers played like celtics had a big lead. Like 13 points,
lakers came back and got up by 20 and celtics came back in a tighter window over time. The celtics one The other really good thing to do if you don’t have that little tidbit in your back pocket is to find something to compliment them on.
You know, either they’re wearing a really nice tie or a shirt or shoes or something, something to compliment them all and then ask them about it. That’s an awesome.
Sure. You know, I happen to be searching for a shirt for my husband for the holidays. Where did you get that met a guy at a ribbon cutting for a nonprofit i just happened to I saw a time.
That’s a damn nice try. He bought it on e bay. It was like what we started chatting. Yeah. It was like a $3.00 special and it was amazing.
gorgeous. I said, yeah, I have this suit that I’m wearing. I needed a tie. And so we talked about buying, buying men’s clothing on e bay.
Had a great conversation. turns out he’s, he’s a really good referral partner. I didn’t get to that till like 10 minutes in New York station, but that’s okay.
Yeah, I read it. So what do you do? Oh, ok. Be a person 1st. Not a sales person. Yeah. Be interested instead of interesting.
Yeah. Be a ted not a king. Be interest tad. Not interest king. I think that I think okay, you’re going to need a raffle price for those places that need the offer and what raffle prizes stop doing the bottles of wine in your winery?
Yes. Stop giving out a gift card to a coffee shop. That’s not yours unless you don’t the coffee shop gift cards for random place. People forget,
you know, in fact I think the next now it isn’t the, I didn’t put it on here. The next slide which belongs here, christmas day or not chris thanksgiving day.
We were in DC and we went out to show that coffee place where we went to a store and the place was nearby. Yes. You know that coffee place and I happen to have,
I told sharon i said ok, look, I know in my wallet there pulled out. I’ve had this this card since and it said 2018. Let me just let me just use it up.
I have no idea who gave it to me. I have no idea how I got it. So the raffle prize should be something that ties back to you.
Now in our case, it’s one of our books. Ok. What if you haven’t written, written a book, i get it, it could be your free white paper.
This is a whole book. Can be a paper that’s totally fine. Yeah. You know, exchange for their email address for Cindy, it could be 12 raised or it retire better and you know,
or 12 cities that are great to retire in there any number of different things. Julie hopkins, i’m just seeing if she pays attention 10 tips for to make your to make your cell phone.
So the better you know, there any number of things that you can do and give is a raffle prize that are going to tap back to you body language.
All right. Bye. Always cindy. I know you’re looking cindy. Cindy knows all 3 of these people are, this was this in one day. I took these pictures in a networking at a network meeting.
I’m like, ok, don’t cross the feet, don’t lean on the chair, don’t with the issue and in your pocket. Ah, stand up straight beef course,
full not so relaxed that you appear to not really care about what you’re saying. Because if you don’t care about what you’re saying, your audience doesn’t care on either.
Now if you’re in a zoom already, which of these 3 zooms, would you be most likely to do business with The one on the laid one in the middle or the one on the right?
You can, you can laugh if you like, but do you know how many people show up looking to people show up in a zoom room and there are so busy looking at what everyone else looks like.
They don’t take a moment to see how are they presenting themselves, so please take a moment, look at yourself, look at your background in my presenting myself in the best like.
Now, early I figured you might be thinking, wow, sure, and I think of ace have a black virtual background else. This is real wall.
Black felt because there’s 2 of us in a, in a box most of the time. It’s hard enough to get people to pay attention us, but so we make sure there’s nothing in the background and there’s no ghosting when we move Number 7.
fortune is in your power. You meet somebody in virtual or in person, and you don’t follow up. Well, you might send that one. Email.
One is nice to meet you and and you’ve dropped the ball. jad, maybe you’re that 3 strikes you’re out person which I used to be before I learned this right?
Look at that bottom step. 80 percent of sales are made between the 5th and 12 contact, 80 percent 5. That was good grief. And during kobe,
by the way, that shot up to my 30 and this ties back to your elevator pitch. And that if you’re in the networking group, it could be that 5th to 12 time before they actually pay attention to,
you know, in our we, we do a small business, break your boot camp couple times a year. And one of the things we talk about a lot as being consistent.
And to that end we play a game where we will put up the words to a song. You’ve heard the beginning of the song though, not the hook.
No, it’s the beginning words of the song. And we’ll do this with like 6 different songs. You know, all of them. I guess I know them,
you know that because my belt and the average note, the average number of times is one out of the 6 that somebody will get and it doesn’t matter whether we have,
you know, 20 in the room or 50 in the room. One of those songs will get no it in it’s, it’s astounding until we play and then everyone goes.
Oh yeah. But they didn’t get it from the words. So if remember that I speak for living. In other words, Even with something is as well known and that you might be,
you might sing along to and not realize it. You think, you know the words to the, to find a song. If we don’t other words to,
let’s say probably maybe. Yeah. Or john’s, yes. song pick a song. How do we expect anyone to remember a message that we stood up and gave it an L and an elevator pitch one time?
If we don’t stand out. Alright.
Your elevator pitch, how long should it be? Great question. Thanks for asking the preamble the US constitution is 52 words. And in I was, I always try to find out the answer to that question.
How long should it be? Well, about 30 seconds. Well, that doesn’t really help you. $52.00 words, plus a call to action. My informations in the chat seni afterwards,
unless exchange cards, you know, whatever your call to action is at the end. If the US, if united States could be described in 52 words,
I think any of us can describe our business in 52 words. harder than you think I now Here’s an example of what ours, what’s your mission? What do you all about?
That’s nice. See, this is, this is one of ours. 50 words plus are called action, and that can be done in 30 seconds. Can you do that?
See it 52 words. It’s longer than you think and it goes faster than you think. So that’s your, that is your goal. And if you,
if you start to ramble, we shut you down, you know, for, we’re out, we’re liable every, every month and we do want an elevator pitch and we talk about some of these rules.
And yet there’s always that person. Alright, so coach time. Who, who got learned something? Who has a question so far? You can amuse,
or you can type it in the chat your, your choice. Nothing,
you’re all good. seriously. Or you’re just slow tapers. And the quick question, I know it would be, joe, go for Joe. Said the,
the 8 slide, just 52 words. Yes. Where, where is that going? That’s your elevator pitch. Write it down. Ok. Yeah. Type it out.
Whatever works best for you. Yeah, I have one right there. It’s on your screen now. You’ll notice that I, I put our name or name is not 1st.
But I asked a question, what’s your mission? What are you all about? That’s not your business is mission because your prospects want to know what it’s like to work with you and I come from there.
So say it’s it’s, it’s a fun exercise. Try and hit 52 words trying here to try and nail it on 52. And if you’re under, that’s ok.
But $52.00 plus your call the action. Does that help? Here to me to guess I could call us any other questions. Hey Cindy,
if you ask a question, i’ll let you do your elevator pitch. Your phone or center for she’s on. Is she still on vacation? I don’t think so.
I thought you came back on Sunday. Her. Well, I have a question. Yes ma’am. Yes. For like see I, I was on a call with you last just a little while ago we did a 30 minute because I’m one of the coaching clients and I was asking about special sale that I’m planning on doing a flash sale.
What actually Oh, it’s a well, let’s say lachelle till end of year headshots, a special just $11.00 look, beautiful, white background. 15 minutes and you’re done.
Get one image out the door. Beautiful image. You usually charge $400.00 for that sort of thing. How much is the Flash sale? The Flash sales $197.00.
Wow. halfway to because that’s yeah. I mean that’s really, that’s no like student pricing. But it’s something that drum up, some cash for me.
And I got to say something about that. In fact, cuz I might try and find whatever networking meetings are available this week, you know, somewhere to walk around.
I mean, how do you propose i should start that one? Let’s start with, if any of you want that and you’re in the l. A area you can move your cursor to her,
her image in the, in the meeting and you’ll see her e mail. I just sent her an email and shell hook ups. Ok. So how does she start that?
If she was really good that you just, you just talked me on the bus that You’re super our,
you’re talking go for julie, i would, I would start with the impact. I just sent you the work for that deal. What does it say on the front of that?
What’s the headline? Ok, well, have to go look at it right now because I haven’t opened it. Ok. Ok. It did warning. No,
not morning. Let us know that when you and your graphics, that’s what it was me and then the actual image that you saw me though. Yeah.
But it was saying, what’s impression on your 1st impression of 2023 will carry incredible inc. impact. And I think I’m having lachelle the when people find you online,
they look at your photo, and are they impressed or? sadly, not. That’s your putting a pain point out. So start that way. By the way,
your, your, your homework, julie. Yes, to write that out. And send it to me so we can, we can tweak it. Ok.
But that’s your, that’s your starting point. Now, If you’re going to make 2023,
your best year ever. Start with your how you look and yeah, start how you look in your pictures. You start start with your 1st question. Will tweak that back and forth?
Any, any questions so far? Cool. All right, that is gone. All right, let’s get to the elevator speech models. There are models.
Well yeah, they’re, they’re, they’re right there. I just kind of like that. I’m scared if I think of it all. It is. I’ve always thought this is a funny photo.
All right, this is the easiest one. It’s so simple. When, let’s say you are at a holiday party, Your, your each scooping some eggnog out of the ball.
You know, chatting and you lose your slides. There we go. That was weird. Yeah, that’s cool. Did you did give a 2nd our,
our elevator, our slides is kind of tweaked for a 2nd or internet seems to be having a challenge. Both devices do want to get rebooted every back.
It looks like it did. We just get back? It looks that way. Okay. I love internet like this quiet. So it, this is a 2 sentence elevator bench the 1st set and starts with,
you know, how well I and, or can you picture? Well I have you ever. Well, I, in, in that 1st sentence you were stating your prospect biggest pain point that you’re going to take away you know,
Have you ever dreamt of rapidly increasing, as, as you know, how so a lot of businesses, i’m a hard time increasing sale. Well, I solve that problem.
I mean, it is the simplest, shortest way of doing it, of doing an elevator pitch. It’s a social situation. You won’t use this at,
at the, at the chamber mixer or 2 in the chamber breakfast when you’re standing up and doing your deal. This is when you’re meeting somebody, and you’re just want to get past it.
This is a really good one for your holiday parties. When they come up and say, show julie, what do you do? I, I’ve been using the one lately here and it’s worked really well.
You know how a lot of the small businesses don’t want to stay small. I make small business a little bit bigger. And I just shut up and,
and if they own a small business, they all asked me how if they don’t know on a small business they go, they just kinda look at me like yours and headline.
Okay, that’s okay. That’s perfect. Because the o, our clients are all business owners. So for me it’s just a I’m throwing the barber in the water to see if the fish bytes And I understand that only a few percent of the population owns a business.
So I know most of the people that asked me what I do, they’re not a prospect. They might be able to be a trading partner. But that’s not really where it goes.
A couple of others. You know how you’re taught, how to do what you do, but not how to market what you do. Well, really answer that challenge.
I mean, it’s kind of simple and I love this one for us because most business owners were taught how to do what they do, but not how to market with.
And, and that one is that one has worked for me for years on. So you want to sentences under 30 words total that’s. That’s the goal.
Who would like to try one of those? Oh you did.
You didn’t think you were just going to get a webinar on elevator pitches without doing when did you ha, oh, oh contraire. This is a great way to,
to network with your fellow attendees. I couldn’t to go fly jewels. Ok. Here it is. When people find you online, are they impressed with your image?
We’re not. If you want to start your 2023 with an incredible bang. I’m having a flash sale till the end of the month. You can take advantage.
It’s only $197.00. All right, now here’s the thing. You gave me way too much information for something short. Ok, we were needing the egg not ball.
I would have been like, oh I think I hear my wife call it A bad one for your networking group. Oh yeah, it’s awesome for her for this.
You know how well I didn’t quite get there that much. Try another another one jewels. Can you imagine you imagined people, you know, you mentioned people going to your business,
your business page where I want to get this right? Oh, social media. Your matt. Imagine somebody going here’s your social media pages and saying, wow about your photo.
I make that happen. Yeah, and then we’re going to shut up shut up next one talks loses. Ok. Because if they can’t imagine somebody going there,
social media, they’re not your audience probably. Are some times like have you ever had someone go to your social media page? Look at your image and go,
that looks nothing like you. And then good. That’s really good. It could be, have you ever had, and you can shorten that up. You ever had somebody look at one of your photos and say that’s absolutely nothing like you at the more you can make that the house,
nothing like you sound really. Oh my God, you’re ah, the more you can make it the better it is. But I had, I had no idea that pitcher was here who that,
that’s another way of putting it here at some, ever had somebody look at your, you’re trying to find your social media page. And they said that looks nothing like you.
Ok. And another way of saying it, how did feel, if somebody looked at your social media page and said that photo looks nothing like you and you make it sound like,
oh my God, I didn’t even know was you? Yeah. Or you can make it sound. Oh my God, the more you can make it sound like,
like teenagers, god, maybe Yeah,
the more you can, you can make it sound that have that sort of a tone like teenagers taking on each other Or picking on the parents. Yeah.
Alright, write it out, send it over. But so you get the difference between what we were just saying and the one you’re using, the one you’re doing is probably the next one we’re going to talk about.
Who else wants? Try? Who’s ready? Really don’t be embarrassed. How bad could it possibly be? You already heard julie, if, if not.
Oh joe, i’m you to go ahead. Yeah. Go ahead,
joe. You know,
how many small business owners struggle with relational networking? Well, what I do is guide them to discover and develop their national talent so that they’re incredibly well.
Well, Say it again, internet enter something, relationship. What relational networking. Yeah. Do people understand what that term means? Well,
more importantly, they may understand what it means, but do they say that to themselves? Because you want be part of the recession they’re having in their head.
And if they’re not using that term, then they won’t resume. They’ll feel like you don’t know who they are. Not talking to me because I don’t,
I don’t use those words. Why must not be your client It’s, it’s unless you tell me that your client uses out, I mean, that’s fine if your idea client uses those words,
and that’s not us, that’s fine. I don’t think I don’t think so either. You know, I’m not willing to be wrong. So I came back and said,
oh no, my clients use those words when they come to me, then what they do is what they put into the Google machine to find me. So put it in English.
What. What are they really doing Connecting with prospects?
Oh my God, so much stronger. The challenge is the challenge for Joe is really, he’s really, really smart thing and, and if you just show them how smart you are when you’re working with them.
Yeah. But not when you’re trying to relate to them. You know, a lot of business owners have a hard time connecting with others so much. Yeah.
So try that and then give me the next sentence. Ok. Go ahead. Just a 2nd. Ok. He’s writing it down. I love. Joe takes immediate action.
Don’t You know how many small business owners struggle with connecting with others?
Well, what I do is guide them to discover and develop their natural talents, period, period, period. Ah, that’s it. When you started doing this so that,
that’s the next one. Yeah. This is really short number, this is where you read a holiday party and someone says, show joe, why do you do going on and on?
They’re tuning out. I’m going to go get an appetizer. I’m really, if you have a shrimp cocktail, Let them ask you really, you know,
then you can go into how you do that. Not, not here, right? Because your clients are all small business owners, right? Right. What if the person over the egg nog,
you know, delivers appliances for, for the local appliance store, And we’re just apple local appliance or looking. So that’s why Right there is a re driver and they don’t,
they don’t need you. Now they’re probably not a referral partner either. You know, it could be and with what you said, let’s say that guy’s wife,
owns a business. Oh my wife owns a business. Then you can go a little further. But, but then my, my question would be, or really what does she do?
Oh, and how long has she done that? And is that, does she really like it? What kind of training did she need for it? I would just start asking question after question after question.
Be interested. Yeah. Instead of interesting. Okay, thank you’re interested just by being interested. People are weird. Does that, does that make sense?
Oh yes. Cool. Awesome. Awesome. Ok. Next, anywhere else I do want to give or give it a go. Or give it a go.
Go far I Have you ever let predictive team but want to make them more effective? Well, I help managers develop more engage employees at work. You know,
that’s pretty good. That’s there. There is a little we can read it again. Have you ever let a unproductive team want to make them more effective?
Well, I hope managers develop more engaged employees at work. Ok, it’s, it’s All right,
I got, I got off of a hinterland. Have you productive team at work and then we want to make them more effective then let’s get, let’s start there.
Are you Ready? buzzing those where ever you ever want to make your, your, your business team more productive? I want to, I want to cut down the number of words they’re so severely and,
and I want to, I want to make sure your, your harriet is not necessarily the business owner, but it could be a middle management person That is at on.
Ok. So that’s where, that’s where the, the 1st disconnect was for me, but that was my fault. That was, that isn’t you. So if you ever want to keep it work,
that wasn’t productive. Well, I fix that for small businesses. You know, I up and generate way more revenue or I help them get their stuff to help them get their shipping better.
You know, it just really the 2nd sentence is, is really just it’s almost a while I 117, oscar. It’s a way to tie you in without just leaving the question and answered.
Yeah, because they want us some of us may assume that they would figure out that, Well, you solve that, but they, they won’t. So you’re just filling in the blank so they’re not left wondering why you’re asking that question.
Yeah. And, and you don’t and remember guys, you don’t stop at the end of the question. You’re just going yeah. Don’t wait for them because yeah,
cuz the worst thing you do is wait for them to answer. And the worst thing is they say no. And then they’re looking for the talking. You know,
it just. Now I don’t know, I mean, we just got we, it’s like we blow right through the stuff. Yeah. ever wish ever wish you could make more money now?
You know, really usually well, work, small business coaches we fix that has, are you really get your business really good at what you do, but you have no idea how to market it.
Well, my wife and I make to make that happen for, you know, it’s, it’s, it’s casual and it’s conversational, easy, Good job.
I think you had and muted. Oh my God, look at it, look at her, she was so it’s like melody. She does like, oh my God,
you like you know idea you look, you just so much like one of my bestest, bestest friends with the 1st one you popped out of like is that melody?
She really made a starter busy? Oh my God, out of it. No awesome, not at your office. When you smile and she’s much has the same amazing smile.
They’re like, oh my God. Wow. Go for tracy. We can you play gluten high School? Oh, way we can’t hear. You can’t hear you.
You’re not muted, but we can’t hear, you know. Or now.
I mean, I knew better. Can you hear me now? Go, did you please Hold on though I can’t hear you. Let me see if I have just la la,
la, la, la, ne, you switch the phone.
There we go. Now. Ok, yeah. I can hear you guys. So I’ll set up my my 2nd. Ok. You know, you’re going life at some point with something.
Well, I’m the person who helps you have insights and take action. Do it to do it again. Ok. You know how we can all struggle in life at some point with something.
Well, I’m the person who helps you have insights and take action as critical. Okay. You said, struggle and something if I could get rid of like one of them.
Yeah. Are you going to take action? I am an, i’m the one that helps people take the right. Go in the right direction. It got you and you and Joe are both really smart and you want and,
and you have your, your high School english teacher is back in your head making you the right order. And I’m trying to be the 1st paper you turn in after summer vacation.
It comes back with more reading correction than and you get, you got me. So I’m do, I want to make it more conversational and you’re like right there.
One of the things I liked about your elevator speech action that at the end. So it’s not just that they’re gonna learn, you know, cool insights about them,
but they’re going to action. I think that’s really, that’s Correct and try again.
They, yes, you know how we can all struggle and life. Well, I’m the person who helps you have insights and take action. Good. That’ll work.
That’ll work. And, and I might, i’d like to do. It tried another way. You know, it’s like asked me what I do. What do you do?
You know, we all struggle with, with different things that were, that are happening to us and I am the one that helps people take action and knows,
i’m just not my head a little bit during that part. I’m the one that helps and that helps them figure it out and take action. Are you a shrink?
Well, not really. A little more, 32163, and used to start for my high School. Does it? Does that make sense so far? Ok.
Go. Well done, nobody Is going to think it’s melody like 20 years ago.
Yeah. Yeah. Just don’t say that’s a valid value would be really pissed to. Yeah. Ok. Anyone else or we’re going to move on? You’ll have other shots are not the only to let us go ahead.
He said, trying to go to hell. You probably can’t lie. I bet you stood this way. How come I’m not responding anything. Well, that’s good.
Okay, there you wait. Me just Okay. Well, they were fine. Okay, now we move ahead. The one night stand. I mean the stand out state.
Ok, there I made melody last. Your name is down. Change to just understand that you have a new name. Congratulations. Yes. Ah, what is it?
Wednesday, Wednesday, my going. All right to sentence says 30 to 35 words was call the action. This is your ha, i am at an event and I get to stand out and say what I do.
But I, but after they have said, are everybody we only have like 30 minutes left. So make a quick if you know how many now I’m not looking for a number,
you know how many. So, and so, and here’s, here’s what goes in the lines. He said, trying to get it. It pausing.
You know, it’s going to happen. Your computer is going to crack. Not. I’m going to have many things to do on this computer crashes. All right,
come on. Well, I was thinking julie, can you still hear us? Fine. OK, so it’s good. Just the slides aren’t advancing. Show the More people it’s interesting.
Anyway, the key here is you don’t want to do that or do you know how many it this is? This is conversational, it’s colloquial, because if you say,
do you know how many I either have to say yes or no? Yes, I do know how many no, I don’t know how many or I have to come up with a number.
So now I’m thinking in my head you, I know how many and could I come up with that so that you don’t do that? It’s not, do you know it’s,
you know? So here’s, here’s how we come on, work with my computer up. Just going to just do that, you know how many, and then you put in your target audience,
you know, how many business owner for how many struggle with hitting their goals on time. Well, what I do is, and then you put in your solution.
So that, and then you feel it, we come to their happiness factor. That was for jesper because he just popped up. You know, you have to agree that you can’t go while it’s still,
I know I can’t ah, I’m just so frustrated with myself. It’s okay, ill come back. Try, you know, I don’t have a cursor,
i can’t do anything. It’s still spinning. Ok. It’s still going to I clearly when I clicked to be times, it’s confused. OK so that let’s write this up.
You know, many small business owners struggle with social media and how to use to get money, or you’re having smoke. You know, how many small business owners just struggled to make money using social media.
What we do is show them an easy way to, to use our social media so that they can actually cash in on their profiles. It’s how you are,
we’re showing that your, your prospects have a problem. Over on the other side of the river, there’s a solution in your, your, the boat that takes them across your,
the bridge tickets and you said waiting for everything to pop back in. Let me know. Nice to see you doing that you know, go get them going to thing just thing.
I would, I wouldn’t, I would just let them do that. Yeah. You’re on a project marine more while I was just on. Yeah. So,
why don’t we, why don’t we try and see how you do this one if you want to. And me, you go ahead and try this one whose 1st will be like your 1st,
they’re all busy writing. You can tell that they’re really, you know, that the heads are down. I mean, it’s like the, like the final jeopardy answer.
Go ahead, joe. Go her joe. All right, so just modifying my other one. Yes. So you know how small business owners struggle with connecting with others?
Well, what I do is guide them to discover and develop their natural talent to let their incredible shine. Call me up for a 30 minute. incredible chat.
Cool. The be the 2nd sentence, the after well, what I do is you’re, you get a compound answer and you do one instead of 2 or 3 and try pick one and try to get there is,
oh luck. Your ideal client. Number one, problem, your solution and traffic. ha, it is. If I knew this, try to get ok From the beginning.
Yeah. Ok. You know,
how’s small business owners struggle with connecting with others? Well, what I do is guide them to discover their natural talents, to letter, incredibly shine, call for a 30 minute incredible chat.
As really good. That’s really good. I like that. Now if you’re,
if you’re in a situation where you’re going to be seeing that group over and over, you can, you can plug in a different solution Each week. Yes,
thank you. Wow, this is just, I clearly clicked that quicker way too many times. Oh my gosh, let’s go, let me go back one.
If I can. There we go. I think we’re, we’re okay now. Right. Who wants? Who wants to try melody? Are you ready?
Are you, jasper? I’m ready. I go. Go for it’s. Wow. And you low so she accepts her name is A and in full transparency.
This is usually much nice. Are moving in 3 days. So everything’s in a disarray. So forgive me. Were you moving to just like culver city?
Not far. What do you ok ok. Ok. So she’s not moving to northern California where she could bring the melody. That would be if you remember I would connect you guys.
gave me your job. Yeah. My older sister. Yeah. Your older sister just don’t know or not just. Yeah. Ok. So I have,
we’re listening. Ok, you know, how many people struggle with making decisions? Well, what I do is ask powerful questions so that they can get to what’s most important,
schedule your complimentary call today. And I got, so what is it that you do? What is your job title to your, to yourself? I,
you know it fluctuate. Technically you could call me a life coach, but there’s that aspect to my coaching that is a lot of teaching, educating and consulting.
And if you know about like coaching, we’re not technically supposed to do that. So it’s, it’s kind of like a double coin, title, hybrid,
i guess you’re a hybrid, is your, were your audience? Who is your ideal point? Are they mostly men? Are mostly women, do not say 5050.
It’s not, it’s all women. Look at that high 5. You got that. You know that one age range. Currently it’s $20.00 to $60.00. Now it’s not current.
Ok, but I mean, that’s how my clients are now, but I would see, I say ideally, yes. Who’s your ideal here? 222240.
20 to 40. I’m are you, you’re coachable, right? Absolutely. You’re to what you have a different message for your 20 to 30 in a different message from your 30 to 40.
You need to know this. Because part of your car, part of your audience, millennial a partner, jim, a. And when you’re relating to them,
they’re very different democrat, they’re very different demographics. So your, when you, when you’re looking at that person, you’re going to have 2 different problems and 2 different solutions.
And back your, your elevator pitch here. You’re gonna have 2 different ones, depending algiers Just letting you know that and you could use it in that.
Let me, let me try again. Sorry. Can you say just the opening sentence again? You know, how many and then what’s the rest of that sentence?
Yeah, I don’t like any of this by the way, but I’m participate. I do care just because I’m right. Doesn’t mean you have to like it.
Well, the 3 years old either. Yeah, that’s okay. I think I think if I keep practising, it’ll get better off. It’s like I said,
you know, how many people struggle with making sure I would. I would people, the women. Yeah. All out your audience or you could say,
you know, how many young women or professional women like it depends on who your ideal client is or who’s standing in front of you. Right? You see the red,
the red marks underneath and brothers is. Yeah, I, if I created this one for you, her number one, problem, your number one solution for her.
I did this just for you. Got it.
Thank you. You know, so we’re going to ask her, wouldn’t she do? They should not miss webber, probably creating people, calling my name.
Got it. Ok, thank you. You’re welcome. And I paid for it. I gave score 20 bucks for that. By the way, just so you know,
we don’t get a penny of that that so it’s just a work and admin. Yeah. So much for doing this I’m. I’m really, really very grateful for your contribution.
Thank you. To participating. It makes it much more fun with some of your dissipate and be glad we’re not doing this in person. Because if he were,
we’d have you standing up in front of everybody When we do this live And attention at the end, cuz we give away some time and stuff and you may,
you may find that useful. Alright, any who else is going to try, jasper? Giving it to You came, i wonder for think, canceled,
go for just Trying to decide between managers or business owners.
You can have 2 different ones. You just need to decide when you’re in the situation, is the person in front of you, more likely a middle manager or the business it’s,
it’s like, it’s like if you come out of the huddle and you’re at the line of scrimmage, you’re the quarterback and you’ve got to figure out ok,
are we running the Play that I called in the huddle, or do I have to call an audible? And it could be being being former a char,
right? It could be that even though you’re talking to a middle manager, if the small business owner is the one that has to authorize it, if there was a wanting to write the check,
then you could still say small business owner. Because if they like what they hear, they’re going to refer you to their boss Then you know how many managers struggle to retain their best employees?
Well, what I do is help them inspire a great company culture so that they can build a more productive, engaging workplace to keep their best people You know,
how many small business owners? Yeah, smart struggle of keeping their best employees. Let. Let’s change Your solution. We’re back to keeping employees And you don’t even know in this,
in this case, you don’t even have to say small business owners. Yeah. You know, how many small businesses struggle with keeping the best employees? And then it doesn’t matter if the person in front of you as an owner or manager.
And then the long term application is we don’t have the training regard to training people over and over orient. When I was a sales manager for a national company,
I, my nursery was southern California, southern nevada and ice bent was invested so much tie and having to train new sales people. Because my boss Would not let me just buyer the bottom 3rd and work with my middle 3rd to make them better because I it,
the company will because of the bank that had the loans said every, every region had to have at least 40 sales people. So my bottom 3rd socked so you can,
I know of where you’re dealing with. So you wanna, you wanna try that one more time. You know, how many small businesses struggle to retain the best employees?
Well, what I do is help them build an inspiring culture. So they don’t have to keep training people over and over and over them much better whenever you think now that we’re much better sums up very you can be honest,
if you didn’t think it was a good, you could give me a thumbs down, but I don’t think you’re gonna know like I like to just check it.
Ok. Anyone else before we move on? Going one’s going twice.
Allen hasn’t tried one yet. No.
Okay. Alright. You know, I think julie is listening on? No, she came back. She’s no one from lunch bunch showed up. So really,
I know we’ve had that happen. I know it’s Julie and I are are in a networking group. We meet on Tuesdays and Yeah. sad for them.
Good for us. And for julie we have a lunch bunch soon. Friday I think. OK, so we have coach sang, all right, this is the verbal business card.
This is the best line. You’re gonna get 3060 seconds, you know, at some you stand up, you’re a letter pitch, which they do at lunch today.
By the way, you’re right, and we were done early enough. We could, I know we, we really cut off what moving on. This is the one you’re used most often,
but this is not the one you use of the holiday party. Yeah. Unless it’s a chamber holiday party and they say you get 30 seconds, then that’s fine.
But if you’re just at a holiday party, that’s not networking. I learned this. I learned this one from one of my very favorite public speakers name is Maurice domino and ultimate postmaster.
Yeah, he’s the one. He’s one every toast master award like 17 times and they when he shows up, they don’t let him compete anymore because it’s just like,
look what just give you the trophy now just oh, never mind worries his he worries now now came over. Yeah. It’s like a, like your plan to pick up game of basketball and,
and, you know, lebron shows game overstep.
Yeah. Yeah. He scored 44 points last night in the celtic still beat out, bummer. Yeah. Ok. Moving on Delta Care. All right.
First sentenced you capture attention. How do you do this? That’s a really good question. melody. Instead of beginning with Hi, my name is you’re starting with a question,
a statement, a quote, or some story. The question is the best, because well, let me show you why. What color is your car?
What was the name of your high School? What did you have for breakfast? How did you forget the red sweater memo? What was the name of your 6th grade teacher?
Have you answered all of these questions? Do you wish I would stop asking questions? Did you know that the Human mind cannot not answer a question whether they answer it or not,
when you say it, your elevator pitch? So if you want to capture their attention, start with a question. There’s also the statement when you have something very definite,
you want to say about your business, or if you have an incredible quote, for example, I am trying to picture which one in Dallas cowboy dallas cowboys,
hall of fame coach tom landry said, a good coach does it does it make the player good, but he shows the player how to use his talents to make everyone better.
And then if I was using that quote, I would talk about how share no, I as coaches in the next several points. Make you beth. So or you just have some story.
Now the story is great. In there, you can talk about a client that you just helped. melody would tell us The last week I was helping one of my clients.
Then julie and her challenge was that she was not making decisions because, well, something was sticking in her mind through a process of x, Y, z.
We figured out what it was. Do you have the challenge in your life that you just loved to get rid of see me afterwards and what you get,
you know, that’s where we go from there or and just like her melodies or tracy. Whatever got miss, we have the question ever wish your marketing could be easier when it comes to marketing?
Would you like depressed the easy button? So it’s that one question for. Come on, move forward. Oh, really to to That statement? Ah,
now the time every save money started for you to make your marketing easier or the quote market. Thank you, offered said the marketing in the science of choice has I did say that far more than once and I’ve,
I’ve used the gregory one she already, but I always forget how to pronounce. She already see audi. It’s an amazing quote. Nobody knows who he is.
Anyway, so you know where he’s from? Yeah. When like abraham lincoln, everyone knows that. Yeah. When a doubt, if they’re famous, but they’re dead,
let the dead guy do the work for you because it makes you look so brilliant because you, you memorize one quote of somebody really smart. I will tell the story of lane,
you know, would it be great to have somebody on he dial to fix your 11 p. m. Might nightmare mark you know because she called us at 11 o’clock at night.
turns out when the phone rang. I told sharon she has no idea what time it was and she really didn’t. So and luckily we were still awake.
Ok. So that’s why it’s not show mom back. You know, it’s sitting been ng take the moment. Okay, we’re back. Number 2, that’s when you give your name.
Now that they know that you have their attention. Now the wondering, well who is this guy? My name is and I own such and such, that wasn’t really a hard one.
You don’t really need a slide for that one. The next step is your benefit story. The benefit is why you Here’s the,
here’s the pitfall. Most people. And I don’t know if this is the next slide, probably isn’t. Most people, let’s say realtors, for example,
we’ll say I give great service or my price is amazing, but if I had everyone close their eyes and raise your hand, if you give great service,
everyone would put their hand up because no one will ever say I give crap service, and I charge a lot for it. So the why you has to be very specific.
Why you, cindy, cindy, italy, since one of our, our clients was on the call, cindy is a financial planner and the thing is,
every financial planner, oh, I love to help people. Wow. Great. So does everybody know we can go to that actually? Yeah. And giving great service and have when he was lovely,
but there’s got to be a reason for you and not your competitor. This is the hardest part of this. Make yourself stand out. The other challenge was saying it,
you, you give great service, is that they won’t know that unless they try you out. There has to be something that will compel them to try you out.
And then they’ll discover that you have great service. But you can’t promise great service and think that that’s going to attract them because everyone says that The 3rd is your audience.
You call out who is your audience now? In melody’s case, she’s gonna look around the room. thou, right. How many of these prospects? I mean,
how many of these customer, how many of these women are older than 30 and under than 30, under the 30 did you get it? And you decide which way you’re going to go.
The more specific you get now. If she had said, profession professional women who are in their forties, somebody in their thirty’s is going to come up to her and say OK,
i’m not in my forties, but can you help me too? Because everything else you said resonated and she’s a well yeah, we can talk. Yeah.
That question went through your mind. Didn’t it? You are wondering about that. Yeah. Say I can read your mind and I’ve done this so many times.
It’s ridiculous. So for us, we go back and forth between small business owners, sometimes I use entrepreneurs that’s for years or find this or just like you like you,
their best at what they do, what they have to reach the next level. They want to helping him or they want the easy button or, or whatever i’m feeling is necessary.
That next you get to tell them what to do. Because if you don’t tell them what to do, they’re just gonna move on to the next person and they’re gonna wonder,
well ok, how do I, how do I get in touch with them? What’s my, what do I do? This is be, see me afterwards.
Unless exchange cards, it’s come up to me afterwards and I’ll give you one of my books or white paper. Yeah. You know, or if you’re in a zoom that it’s my informations in the chat.
Yes, I did one the other day where we were talking about business cards. I said make sure you reach out for a book 49 stupid things. People do business cards and how to fix the fund book.
And then of course you give your name again. I’m sure we can all cover that right. Ok. So couple of notes make sure you don’t give your phone number.
Nobody’s ever gonna write it down. Don’t give your website. And especially don’t give your website by saying my website is W W. You might as well throw cold water on everything you just said.
As soon as he said, as like, I get it, it’s a website. Don’t frickin say that. But don’t you don’t say your website. I mean,
unless it’s something like free marketing cars, right? Something that they can remember easily. Yeah, but otherwise they’re not writing it out. So don’t, don’t give a website that’s going to be,
you know, complicated or your business name, or they’re not going to remember it. And I have done this. I’ve said, if you want to general schedule,
talk chat with us, get a free marketing consultation dot com. Hey everybody say it with me, free marketing consultation. Everybody in about 3 or and,
and that way I get 2 or 3 in now, why would I do that? If I only have a certain amount of time? Very something very important.
Make sure you write this down. It’s for interesting, not interested. But if you’re interesting, the person that’s running the meeting is going to let you go there while you go,
you know, for 5 minutes, but they’ll let you go over the 30 or 60 seconds. Whatever it is, by a few seconds you’ll get, you’ll get that they’ll give you a for,
you know, they’ll give you some grace as opposed to the person I I am a realtor and, and I’m kind of new and, and, and I work with,
Well, I work with everybody and, and I can say it’s just this is why practicing house. So there it is, you’ve got, you capture their attention.
You give your name, benefits, story, audience called action offer and then you give your name again. All right. Anyone want to try it, or would you rather email it to me to Let anyone really brave who’s really brave wants to try I can’t read it.
I guess I guess I could try to. I mean it’s going to be some way. But for it, it’s going to be perfect. Ok. You know that quote from plato,
the part can never be. Well unless the whole as well. Well, I’m the person who helped facilitate that growth. My name is name is Tracy sutton.
I am a, I am a per your, I am your cheat sheet to a happier life. I love that my website that was not spontaneous. I didn’t have to be Is that part of the benefit story or no?
No, that’s your name. That’s why women professional women flocked to me because I love that professional women flocked to me because I helped them have significant shifts in their lives.
Okay. And, and either way, I don’t know what a significant shift in my life is and how it’s going to help me. Ok. professional women walked me because I help them grow and change for the better.
And what does that do for what does that do for them? Okay, okay, all right, we’re gonna, we’re going, we’re going to have you ever played the why game?
I’ll maybe the kid. It’s the why. And then while I do this and this is it. Yeah. But why? And you’re trying to get down to the core with you,
right? It’s what we’re doing here. Tell me what is it ok. I know the 5. Why concept? Yes. A professional women’s walk to me Because they want to experience the transformation.
What does that do for them? Do you find that they come, most of your clients come to you for a specific kind of transformation? Yes, a lot of them have abandoned and neglected themselves,
and they are over givers and over extenders. There you go to hone in on that. What is, what is coming to you do for them to overcome that Coming to me it helps them felt set better boundaries take care of themselves of life,
a more peaceful, serene life. Excellent. There you know. Ok. women flocked to me because they want a more serene life. They want. Yeah,
bam, bam, bam. Got that. That will speak to them far more than they want to change in their life. Well, you see that it’s to that to nebulous,
but you’re telling me where I could go to a different restaurant tonight. That would be a change in my life. I don’t need to go to that.
I agree, that’s why I’m here. I’m not bill. Okay,
and what am I, what’s the audience piece? You did a you said I’m going to tie it together. Totally fine. Yeah. Call the action It could be as simple as my information is that it all begins with a conversation.
Yeah, I can be, I’m the one that I’m using the most right now as it all starts with a conversation. Go to point to how to get there faster,
dot com for your free 30 minutes. Ok. I love it all. starts with a conversation by both in the chat. Yeah. But love to give you could even do it all starts with a conversation to see if we’re right for each other.
Yes. Good. Now you’re now you’re using a take away sale where you may not, I may not be able to help you and you’re going to be stuck.
Never in that miserable job with that miserable life. But if you have a conversation on the side, if I’m, if I can, if I’m going to help you or not,
that’s the toner. Said those exact words, but it’s the tone you’re taking. What people will run, it will run away from pain faster than run toward pleasure.
And it’s, it’s really true for you because if, if they don’t feel that you feel well, then you’re not the right life coach for that is the same thing for us,
right? If, if we’re, if we’re, if you’re not getting us or we’re not getting you the, we’re not the right, this is Coach for union by somebody else.
So it works the same way. When you’re working with a life coach, it’s not quite the same for to talk about it can be right. It can be that I will show up better.
If I feel like julie gets me and I get julie right, but it’s not, not as much as with a life coach. That’s really, you know,
I’m going to be telling you. So my deepest darkest secrets. And if I don’t feel like you really get me, if I’m going to keep explaining myself over because you didn’t really understand what I meant,
then you’re out the right one for me. Got it. Ok. It’s amazing. My name is Tracy sutton. Thank you. Why are you using someone else’s name?
It’s it’s, it’s a lot of fun that when clients start with, as quite often it’s, you know, I wasn’t sure about hand, but I really like share Really goes the other way.
Yeah. I’m sure but share him, but he is really go. Yeah. But yeah, I wrote the check so well done. That she was the very 1st one was jesper is going to email it to us.
jo had to drop off of the go drive somewhere and he said he would e mail it to us, alan, did you want to take a turn on this one?
No, no, of allen’s even really there. Hey, let’s let me go back for a 2nd. Remember, early on we’re talking about zoom boxes.
You’ll notice how, where we are right now in the world. The sun has gone down and our zoom room bases north. And there’s like no, the light sucks in here.
Now, which is why we are adding the 3rd floor and turning it into our office slash studio, come back in like 3 weeks and you’re going to see it on amazing difference in ours,
it works in late afternoon for us. But you get the difference in the new year after the saw is now how gorgeous we were earlier in why, how your zoom box is set up.
Makes a big difference. Still the same black background but but now or, and yeah, we never, we didn’t set up our studio lights in here because we knew we were going to be moving a bit.
There’s. Yeah, this will become a guest room. Maybe thing mom. His claim, this is a room. Yeah, sure. Ok. Let’s move on.
We’ve already had coach time. Yeah. I need ok. Note to us. Yes. I want to redo this slide yes with the other one so you can see it just haven’t coach time.
So that will be the no, no attention. All right. All right, everyone write this down or if you want, if you want this, send us an email info you off creative and I’ll send you the,
the slide for this because this isn’t, this is a short version that you can write out and have with you all the time I made this one up really quickly for our last camp.
Right. Time to get up to a fast. Are you ready? Good. Right out more than one leader bitch. Make this a hobby? Kind of a twisted hobby.
hank, you’re a weird dude. Yeah. I’m one of those that if, if I’m having, if I need to write a blog and I can’t get into writing,
i get into the flow of writing by doing an elevator pitch. This is, you will never have the perfect pitch. The idea is to become a better picture.
It is all you could, you could show up not know that they were going to be doing elevator pitches. You have nothing that’s in your mind. It’s not on your phone.
But if you’ve done it enough, you just wake up too. You can practice while you’re driving. You can set your phone to record and just practice why you do.
You do want to set your phone to record because you don’t want to be in a situation where you said something. brilliance, jan and you forget by the time you got where you’re going to write it down and you’re like,
I don’t know what I said. So record it, you can always delete it. I happened to be doing that one day. Now this go, we’re going to go way back when the,
our business started us as a promo business. And the guy right before me was from a company called waste Management. And he was talking about, you know,
we take care of your trash, we do one candidate time, you know, we’re the trash talkers. And I was after him and my comment that I set it to record,
just because I was doing this because I had to turn it in as an assignment to our coach. And I said, My name, thank you, off and I pollute the world one t shirt calendar and coffee my good time.
And it was just to throw away. And the thing is people laugh and you’re always looking for that thing that’s going to make people laugh and I was like,
oh no, don’t laugh at that. No, no, no, no, no, no, no, no. But it turned out that I forgot to leave my phone in the other room.
Now that was the one and I used it for, for years. Even without the trash guy in the house, in the, in the room. Yeah,
I put the world one t shirt calendar and coffee market time. Yep. I saw the only advertising that people love getting come on. How many of your read a 5 pages for a T shirt or bought that make up for that bag or gift with virgin and it all?
At the time you could wake me up in the morning and that’s those are the words. Give me your elevator bridge and that’s, that would have been it.
That was my, what with comedians call, you’re solid there. solid by. You can tell, want to comedians, having a bad night because they go to what they call their solid by that always kills.
Instead of trying new stuff, that was always it. So You’re always going to be improving. There are a whole bunch of people that you need to know at the networking event.
Know who’s, who’s running it for the organization? Who is, who is their assistant? Usually they are checking people in make sure you, you find the master or mistress of ceremonies and say,
you know, I knew here how does this work and get into a conversation with them. Because when it’s your turn, they will probably mention you that you’re new and they’ll give you a little extra time because of that.
Even if you know how it works. So you still gotta ask the question just because you don’t get them talking and get them asking you about who you are and what you do in telling you.
Oh well then you should me show. And so and so yeah, back jumping down to number 6, that’s why you want to be who the ambassadors are for that group.
Say, hey there, I knew who do I need to me and they’ll ask you what you do and they will take you around the room. And that’s much better than just kind of putting into a conversation,
or wandering aimlessly, or sitting in the corner like I used to do. And you might want to find the one of my best friends. I called them the apertures,
and that’s, it’s a positive term. It’s the biggest talkers. We just moved to the eastern shore maryland. I went to a brand new chamber event.
I knew nobody. I walked in, I looked around the room who is holding court. That woman right there is holding court. I walked up. turns out,
Yeah, she’s on the executive board of the she’s on the board, we had a great conversation and, and she’s amazing. I saw she was getting ready to video the things.
So I gave her some tips on, you know, if we set your camera up here, I just went in as if we had been friends forever.
And I knew that sitting next to one of the. Yeah, one of the talkers is kind of it. So and I know it’s hard for some of you,
I am, I have an external introvert that’s able to can, you know, throw that out. Yes. You are say, I was going to say that is one of the secrets to being able to go into a room where you don’t know anyone is to,
to act as if they’re already, your friends. Don’t go in acting as if they’re a stranger. Just pretend you’re having a conversation with friends, and it will make them feel friendly and it will make them react and resonate with you so much faster.
You do any rappel? I always use our books. Now. melody, i know you haven’t finished your 1st book yet. When you do and you go to an event and they have like that big fish bowl.
And they ask for business card. I put my book and the fish bowl. So they, because they take that fish ball up to the front of the room and the master of ceremonies takes it out.
What the heck? The marketing checklist for sale? hank, and he starts you off. What do you do? Ok, fine. I guess we’re going to give your book away 1st.
So when I look for the fish ball. Yes, I have all sorts. networking is not, is not a thing I have void doing. ha,
i remember there are 10 things that require 00 tower. If you can’t write these fast enough, i would suggest you go to our facebook page and look in the pictures.
So go to you, upgraded marketing solutions on Facebook. And these 10 are there that mean is there, go steal it. Ah, jo, people love to dollar bills,
amazes me. People will keep to dollar bills or they’ll think they’re special. Mark, tufty who, who worked. It was country bank and now it’s pinnacle bank pinnacle bank.
Not pick a bank, which is what I got tired of going to events and people saying, oh you’re a banker. Got the 3 samples, you know that snyde that snarky zone.
So we put a bunch of $2.00 bills with a business card in the envelope and when he goes to events, he pulls out. Sure. Here you go.
works really well for him. Doctor didn’t get burger. I did the same thing, put a 2 dollar bill on a card in the, in the give away box.
So $2.00 bills. You know, they cost you 2 bucks a piece, but it’s, it’s just, it’s another way of networking, right? till you’ve got things that are going to kill your elevator speeches.
You alter great, now I know you got 3 elevator pitches actually you got or if you send us an email, I’ll send you that chart and we touch a bunch of ways to get us to start.
So up. Yeah. Question for you. How many learned something new today? Did you have regular show hands? I see hands going up. That’s awesome.
Because we got 100 percent of the people raising their hands. We will move on to the next thing and give you your next steps just because you were great to be here.
You’ve got to create a marketing budget. Now in this case, I’m not talking about dollars. I’m talking about time. You’ve got to budget some time to put your elevator pitches together.
Do not just throw something together. The more you words, smith, the more you dig down on it. The better it will be. We will take entire coaching calls with clients and work on their,
their elevator pitch that they need the next day. It can be that important to capture their attention and remember what the time you invest in, in creating your elevator pitches is going to give you things you’re going to be able to use and all of your other marketing tactics.
We were digging down with tracy today. And she got it. Oh ok. The 3 things. You’re a better life, you know? Just shoot.
I forgot what they are. What say what they are, what are they malady you took notes better boundary. Yes. Better taking care of yourself? Yes.
More peace and serenity. See those, those 3 things you’re going to be able to use in other marketing tactics. Those can, you can do a quote on each of those or several quotes on names and use those in your social media.
Because that, that’s what speaks to somebody as opposed to do you want to change your life? Now we want to get what’s in here. That’s going to make them say,
oh, hell yeah, she gets me. And those 1st 2, the better boundaries and the, the taking time for self care leads to number 3.
While I got more than I bought today, Ah, or under promise over deliver, that’s our goal. Get proficient with video. Nothing. I hate more than videotaping myself doing an elevator pitch to back.
Not that, not that I have video. It’s that I know I’m going to have to watch it. It’s how we get better. You know, we have done here.
We have it. We were going to wait a minute. Where is it? Somewhere in our printer. Okay. Here we go. We have a 62nd video that we have to record and we have a script.
Neither of us is looking forward to practicing it. It just, it’s the worst. Why you get better by doing it, you get better, so you’ve got to get better.
You have to get used to be on your social media. Every day. You should have a list of 12 things you want to do to market your business and put them in order.
The top 3 are the 1st 3 you’re going to do and others 3. What’s the one thing? It might be, I need a killer elevator pitch.
It might be, well, in our case yeah, partners and everything went from number 8 to number one. When I made the, when myself self conscious took over while I was running a,
a, a group on how to use books to market yourself. In my subconscious ed and to celebrate our 30th whatever wedding anniversary in 5 months, our new book partners and everything is going to come out.
And the only part of this book i had was a mockup of the cover. None of this existed, so I had to get that done in 5 months.
It went to number one on our marketing list because if I had time, if julie, schedule the coaching call and she had to bump it because something went late while i’ve now I’ve 30 minutes here.
What am I going to do with my time? Oh yeah, work on that buck. It. It’s how your budgeting and your list to work together.
tracy’s packing is moving. Yeah. That’s number one on our list. I am leaving this person and I get, oh, it’s not. I hope it’s not a personality thing.
Because that would have been, you know, that would out that would it out of like, stepped on it. Now if any of these are challenging,
we’re going to give you some free stuff. You have prod, you know, that you’ve probably seen this u R L on the bottom of virtually every slide.
And you’ve wondered what in the heck is how to get there faster? Just because you were here, you get 30 minutes with us. What do I do 1st?
How do I get there faster? Those are always the questions we get from our clients. So you get 30 minutes. We’ll talk about anything you want to talk about your business.
And what weight is it a big sales pitch? No, here’s our entire sales that you’re ready. You want to talk about coaching. Our company marketing,
klan dot. com is our whole program. You can go there and find out some interesting stuff. The other 29 minutes 45 seconds is all about you.
And we get an awful lot accomplished in that 30 minutes because we’re used to it. Our coaching cause of clients go 30. So we’re, we’re incredible.
Actually sharing is really incredible. Are getting your ass focused. The 1st question is how can I best help you today? And quite often the answers i don’t know.
Let’s talk about that. And sharon goes into her notes because every client has their notes and she has will last time. It’s fun to place to start is you also get one of our books.
When you go to how to get there faster instead of time, you get which every one of our books you want, we’ll send you. You’re going to ask,
you got to tell us which one? Yeah. I’m thinking that melody is going to want the marketing checklist for sales. I think that’s the one she’s going to want.
Apparently you mind read that? Well, I’m really sorry. I’m so good at you. You also get an invitation to come on our podcast up. I don’t want to be on your podcast or you do look videos the number one way to promote yourself and we know,
looking around yet, julie is the only one of you that has been on a podcast and it was ours away. She hasn’t been on yet. Not yet.
We haven’t recorded it yet. So she’s on the calendar. Yes, no calendar. So it’s, it’s really long and drawn out it’s 7 minutes and 21 seconds.
Because our anniversary july 21st. You’ll have the questions in advance. If, when you go to the, you can dot com ah, you send your answers back to us.
That’s why we know you can do it in 7 minutes. 21 seconds and we look at your answers and we help it be all about you so that you can share and your social media has just in or I just interviewed here,
check it out or someone wants know, why should I work with you as a as a life kind of, well here, let me tell you, you know,
tell you what these people said. Some really cool stuff I was interviewed, wanted just watches podcast. It’ll tell you all you need to know about me.
It’s also a really good way to get on other podcasts, most other podcasts. This isn’t important to us, but other podcasts are, they want to know if you’ve been on other podcasts and they want you to share the links that they can see how you did.
So this is an easy way to do that. Check that off your list. What the next podcast you’re once that sure some of the, the, the link no big deal.
I like to send the one. We were on the 30 minute part where the 30 to 30 minute our podcast, and about the 45 minute mark going guys,
you know, we’re like, way over time. Oh, how we’re just having a great time. We’re just going to keep going. I want to take like that him 2nd and that’s all anyone has to know.
They want us other guys like just just watch it is 10 seconds you’ll get it because that’s usually where we have fun on podcasts and we teach you how to do that.
And you’ll also get an invitation. Remember it. All you have to do is click your heels together and the power was in you all the time. We’ll let you come to our next small business break to boot camp.
The next ones will be in March. We’ll do them virtually on a couple of days. We’re going to do one in person here on the eastern. Yeah,
it’s going to be a maryland. If you want to come to Maryland, you’re perfectly there. Welcome. There might be one in Salt Lake City in February,
but yeah, we’re not sure about that. We’re working on a day where we can keep it 0. So here’s the deal. Learn this, we’re on business.
We have a friend that’s getting, getting going through chemo and his birthdays in February, and it should be done by then. We want to go visit him.
So we’re going to do an event in Salt Lake City, so we can right off virtually every bit of the trip because we are going to Salt Lake City to do a cap of we have one of our coaching clients getting,
you know, putting the whole thing together for us, so if you want to take a trip somewhere, get used to doing events and you will live there.
I just share that with you. Check with your accountant. We’ll just leave that right here. So I’m just going to leave that right there. So if you’re a student of success in your marketing and you wanted to get way better,
get a plan or marketing, excuse me, how to get there faster, dot com. And when you, when you’ve met with us for 30 minutes,
you get to come to weekend. All right, any, any last questions y’all? Actually I have one other bonus. Can you? I want to see hands.
How many of you do or do any of you? I guess it’s a better do any of you also like me struggle with small talk at networking events?
Yes, no, maybe no, not so much. Ok. If it’s not an issue for you than it I my solution doesn’t matter. Yeah. Wow.
Now that he’s thinking, damn, i kinda want to know what she said, which I didn’t read or you know, way now you got to go to get there faster.
Dot com. And John cheryl share with you want, I want you blue and it was right there is actually really good for tracy. Actually I heard something different for tracy specifically.
But for all of you, do any of you know darren hardy? Yes. Yes. Yes. Yes. Darren hardy was the publisher. He no longer is was the publisher of success magazine.
He now does a podcast every day called darren daily and his daring daily next to ours went in. Yeah, the way you wrote, you wrote it down wrong.
She wrote g A R I N instead of double r E. Yeah. It’s not well, no. Anyway, his one yesterday was about small talk,
but they do go away in 72 hours. So if you don’t get it really quick, you’re going to Miss that specific one, but, but he’s a great resource regardless.
I did have something else. melody i’d have to find it on. You all can have a conversation and he can, can answer other questions. Why do you have any other questions?
By the way, if you don’t have any other questions even while sharon’s looking it up on the call. So what other questions do you have? I’m curious if you guys work with any clients who are just out of it about not being on social media.
Yes. Sure. Oh yeah. And how does that go really well. How badly did you want it About the do I not want to be on social media?
You know how bad the business to succeed? Oh yeah. A love another. Yeah. Ok then suck it up, but I Did.
I mention it. A lot of our day I wasn’t sure about hang but sharon’s really nice Here and here it was like a more directive the 2 of us but I get blamed worth later on nowadays.
And my God, hank was so direct whichever it was. So nice. Sharon was the one that just said not get up buttercup and I’ve present but guys,
or do you guys work with anyone who you do help with marketing? That is not on any social media platform. Yes. Okay. In fact, one of them is in the witness real big cation program,
so she can ok, yeah, I have a stalker for the last 2 years and I really do not want to put anything on social media. I absolutely understand.
There are ways there are that we won’t cover here, but yeah, but there are ways to get around that so that you, your business still rives without it being you.
Ok. And the other alternative is shovel bag ally. Me Just share.
Yeah. A lot of desert out there between las Vegas and l. A. Ok, last question. This is trail. Last question. How do we make this?
How do we book this call with you guys? You, you have the hour to get there faster. Dot com. We go there and they’ll be scheduling up.
Okay. You’ll answer like 3 easy questions. Might be what it allows us to get ready for the call. And then it puts you in our calendar.
You’ll see a video at the top, they’ll be questions, you’ll answer the questions, you’ll hit submit, and then you’ll get the link to our calendar.
So you can find a time that works for you. You know that video at the top, we practiced it for hours. Just to show you that you’re in the right place,
you actually don’t even even watch the video. There’s no that it’s there. I know that some people go go there just a video. No scroll down and there’s a question That person didn’t qualify to be a point at tracy.
I didn’t put that in the chat for you. I don’t know if you know about that. I actually just learned about it to day. Yeah, to day this is for your,
this is not, not for your clients, this is for you so that you can learn other techniques that might help you help your clients. Are we talking about this message that says for your own business edification,
check out your call? Yes. If you haven’t heard of it, go check it out. I will thank you. You’re welcome. And we took a cup 2 weeks of neurolinguistic programming training.
That’s not what this is no, 7 days a week, 12 hours a day. And one of the certificate we got was life coach and but we will never ever use the certificate.
They just like, oh, by the way. And you get to do this here, and I really now ok, fine. It’s not what people hire us now.
But there are always challenges, right? life and business, especially when you’re a small business owner, especially if you’re still open or they do kind of get intertwined.
What does that hind her? There’s a, there’s a creek. It’s a dog in a sweater. I have 2 dog. Yeah. One creature machine.
Okay, anything else? Jose did you have something? No, no, nothing else. Then we are going to call today a success and, and you’re not going to go on with our have a fabulous everybody.
Remember our slogan. If everything happens for a reason, be the reason things happen!