You might not have 30 seconds. Somebody walked up to me after a recent speech and said, “In 15 words, why should I do business with you?”
You need a good response. After you have created an elevator pitch and are comfortable presenting it, condense it even further. You might come into contact with someone who may have heard hundreds of elevator pitches and wants something even more concise. They may want 15 words. You have to be ready.
I responded, “I can turn your problems into solutions. I’ve been doing this since 1992.” That was 13 words (five seconds). It met his criteria and helped establish a dialog. We ended up talking for another 10 minutes. When you have an answer, you look competent and invite new business. If you don’t have one, you may end up looking inexperienced to a prospect. I am sharing a few more similar responses for your review. They’re all 15 words or fewer.
- I can turn your problems into solutions. I’ve been doing this since ****.
- I can turn your problems into solutions. How can I help you today?
- I’m a business owner too. This works for me and my business.
- My customers are jumping for joy!
- I was skeptical at first, but I gave it a shot. It works great!
- My product is not the cheapest, but it is the best value.
- You won’t have to think about **** anymore.
- Pay me to think about ****. You’re running a business.
- It works. It works right. You won’t have to think about it at midnight.
Embrace one of these or create one of your own. I have created a worksheet to help you answer the “Why should I do business with you?” question and posted it at www.cameronparkcomputer.com/escape/Why-should-I-do-business-with-you.doc. Write the date in the left column and your 15-word responses in the right column. Get ready for this question. You may need a 15-word response tomorrow.
Mark Anthony Germanos is the author of two books, Escape the Cubicle: How to leave your corporate or government job for something better and How to Make Computer Systems Work for You. He has faith in a slow but sure Sacramento business revival. Sacramento small business owners are leading the way. His second book, Escape the Cubicle, is for those who want to escape cubicle jobs and become successfully self-employed. Escape the Cubicle answers the questions: "How can I grow my business" and "How do I become my own boss."
Mark is the President of Cameron Park Computer Services. As a business owner and computer networking consultant, he has seen habits that successful Sacramento small business owners embrace. He helps Sacramento small business owners embrace those habits to increase their profits, efficiency and happiness. An advocate of Sacramento business revival, Mark believes everybody should run their lives like a small business, perform SWOT Analyses and use social media campaigns to improve business. He used to say “social media is stupid.” That was until he attended a conference and saw how Sacramento small business owners can use social media campaigns as a valuable tool. Since then, he has earned more than $40,000 in business via social media. His Sacramento small business clients also have five-figure returns. Sacramento small business owners that launch social media campaigns give themselves a comparative advantage over those who lag behind. Mark does not do everything, but his clients do receive great results and participate in the Sacramento business revival when they follow his advice.
Mark moved from Chicago and restarted his business in California with a cell phone and a Honda Civic. An active triathlete, he has a life, a dream wife and a dog. For additional details, visit http://markanthonygermanos.com. Twitter: http://twitter.com/markgermanos. Facebook: http://facebook.com/markanthonygermanos. LinkedIn: http://www.linkedin.com/in/markgermanos.