How can I Be of Service/Value to You?

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Tuesday, April 19, 2011

If you are struggling to develop an elevator pitch , consider not struggling.

Consider instead a move away from a transaction-based idea to a value-based idea.

The next time someone asks “So, what do you do?”, shock them by hurling back at them “How can I Be of Value to You?”.

Chances are strong that they will be thrown a bit off-balance.

If they don’t blurt out their biggest problem straight-away, they’ll probably limp along with “Well, I don’t know the answer to that until I know what you do”.

You can parry that with something along the lines of “Well, I help people over hurdles in their business and personal life”, which, if you examine it, says nothing, but it does throw the ball back in their court, and next thing you know, one small interchange at a time, you’ve got a dialogue going. A conversation, if you will.

You are engaged with them, picking up clues, building rapport until the time when they reveal their dirty-little-secret, at which time you can pounce with :

That’s what I do!

(Thanks to Michelle Romanica of http://www.cmeconnects.com/ )

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Toronto and Mississauga, Tuesday, April 19, 2011 6:15 PM