With that in mind, here's a quick video where sales trainer Terri Sjodin discusses the structure of an effective elevator speech. As usual, I've included a summary of her major talking points.
NOTE: Terri's advice deals with how to create and give a very short (3 min) presentation. Check out the post "Are You Ready with a Quickie (Message)" for how to give a sales message in 10 seconds or less.
Here's the summary:
- Use elevator pitches for cold-calling, trade shows, chance meetings.
- Create 6 parts: introduction, body (with three points), conclusion and close.
- Give each of the six parts approximately 30 seconds.
- Grab the prospect's attention with an intriguing introduction.
- Present three points as teasers without much detail.
- Wrap up and summarize in the conclusion.
- Ask for the appointment (the close.)
Also, if you ask the prospect a question, the time that it takes for the prospect to answer is part of the 30 seconds! Thus, if your introduction is a question, the question needs to be 10 seconds (at most) followed by 20 seconds for the prospect to think and respond.
Note to the novices: NEVER try to give a three minute speech while actually in an elevator; the term is a misnomer.
Full Disclosure: I often write for SellingPower magazine, the producers of this video, which also has a distribution agreement with BNET for video content.