Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works. My test results show that elevator speeches are too slow and too boring. People know what's coming and have mindfully tuned out it out before the first sentence. Elevator speeches don't stop the listener in their moment, which is exactly what you need to do. An introduction that starts with a firecracker impact does stop them in their moment.

Pitching what you do needs energy -- energy in your voice and body language. The same energy you have if you're pitching your screenplay to an agent or getting a large crowd's attention. Elevator speeches have become over processed and passive. People only notice if you give a poor one and that is because they measured it against their own. A good introduction, without a firecracker beginning, doesn't stop them in their moment.

You want them to remember you and your answer for a long time. Not just 10 minutes, the next day when they call you to pitch you, but next week, next month, when something happens and their pain appear. Better yet, when they are talking to someone else and see the pain-solution results. They see you as the answer. A firecracker stays with people for quite some time. Where were you the last time you saw fireworks? Once triggered, I'm sure you remember the day, the time, and whom you were with quite quickly.

You will want to create a memorable firecracker introduction that you can use everywhere -- in any introduction, any situation, as the key point of every presentation, voice- mail message, e-mail signatures, slogan on a business card or even as a headliner on your website home page.

Let's learn this process together by beginning with a few examples I created. These examples will also give you hints on how you can open your pitches with a firecracker moment. Pitches that change people's moments ? ignite a firecracker under their assets.

Let's assume you are at a networking event and someone asks, "What do you do?" You can open in one of several ways depending on the function and what you thought would intrigue people attending this event. The introduction must always lead to getting them to act on only one call to action. If your call to action is to sell space in an upcoming workshop, you don't promote your consulting services. Multiple action calls will dilute your message. Even worse, they confuse your listener.

Consider crafting several, still staying within the single call to action, by changing the wording ever so slightly so that it doesn't sound memorized just in case others are close enough to over hear you. This also works if you are testing to find the best language.

Always make the first sentence a declarative statement: "I perform miracles. Not the religious type, of course, the business type. Entrepreneurs, like [current or past client] and [another current or past client], hire me to make their marketing more attractive and pull in clients. I help them become a human magnet, drawing new businesses to them like bees make honey."

It is important for the very first sentence be short and declarative. Declarative doesn't ask, it asserts. Now stop for a few minutes and play with some ideas of your own. Be bold when playing; write with the energy of a firecracker.

A second method would be to open with a declarative question. Actually there isn't any such thing as a declarative question in grammar, so bare with me as I stretch a declarative statement. A declarative question is when you ask them a question but not for them to answer but with a declarative prowess. "Have you ever seen a speaker so dynamic and engaging that you forget where you are? Someone who teaches with inspiration, hypnotizes their audience, empowers people to act, all the while filling the atmosphere in the room with love. Then you haven't experienced me."

The first two sentences will determine whether they are listening. A firecracker intro guarantees that you will snap them out of their moment. If you find that these openers are too bold, you have my permission to continue to let people be in their own moment and keep trying to get a regular elevator speech to work.

Marketing expert, Catherine Franz, is a columnist and author of thousands of articles on this and similar topics. Additional articles and newsletters are available at the Abundance Center or on Catherine's blog: http://www.abundancecenter.com blog: http://abundance.blogs.com

In The News:


Wall Street Journal

China Rethinks Its Car-Sales Model
Wall Street Journal
Although legal here, BMW AG discourages sales of what are called parallel, or gray-market, imports, saying it can't guarantee the cars run well on local gasoline or use locally available parts. Still, said BMW China chief Karsten Engel, “arbitrage is ...

and more »

Asheville Citizen-Times

Big change: Asheville, cities may get sales tax
Asheville Citizen-Times
ASHEVILLE – Cities around North Carolina may get the option to create their own sales taxes, a potentially historic move in a state where local governments have limited taxing authority. A bill in the state House would allow counties and cities to levy ...

and more »

Wall Street Journal

GE Reports Higher Profit, Lower Sales From Industrial Businesses
Wall Street Journal
GE's power-turbine business increased sales, but profit for the unit fell as several large orders were delayed, executives said. Total industrial revenue fell 1%, hurt by the stronger dollar. Industrial operating profits, however, rose 9% to $3.6 ...
GE Posts $13.6 Billion Loss On Sale Of Finance AssetsForbes
GE Power sales boost profit past estimates amid oil slumpFuelFix (blog)
GE Earnings Top But Low Oil Prices, Strong Dollar Hit Sales GE HONInvestor's Business Daily
Bloomberg -MarketWatch -Reuters
all 231 news articles »

TIME

Furious 7 Makes $1 Billion in Worldwide Box Office Sales in Record Time
TIME
Furious 7 is now also the only film from Universal Pictures reach $1 billion in ticket sales during its initial theatrical run. (Jurassic Park only crosed the threshold after its 3D re-release in 2013.) James Wan's film has taken in an estimated $273.7 ...
Furious 7 races past $1 BILLION in worldwide ticket sales after 17 days in ...Daily Mail

all 92 news articles »

Wall Street Journal

Nestlé Sales Miss Forecasts But It Says Prospects in Europe Better
Wall Street Journal
Vevey-based Nestlé said sales rose a slim 0.5% to 20.92 billion Swiss francs ($21.86 billion) in the three months ended March 31 from 20.82 billion francs a year earlier. Analysts had forecast the company would post revenue of 21.3 billion francs ...
Nestlé sales miss forecasts but hints at pickupMarketWatch
Early Easter sweetens sales for NestléFoodNavigator.com
Nestle SA share price steady, Q1 sales trail projections amid strong francBinary Tribune

all 19 news articles »

PS4 Returns to #1 Spot in US Hardware Sales During March
GameSpot
The NPD today released its regular report for the month of March, revealing the PlayStation 4 has returned to the top of the sales charts in the United States. It was Nintendo's 3DS that came out on top in February thanks to the debut of the New 3DS ...


CNET

iPhone sales expected to show hefty gain in past quarter -- analyst
CNET
In an investors note released Friday, Piper Jaffray analyst Gene Munster pegged iPhone sales for January through March -- Apple's second fiscal quarter -- at 57 million units. If his prediction pans out, that would mean significant growth over the 43.7 ...
Apple's 'fundamentally different' iPhone 6 expected to buck seasonal sales trendsApple Insider

all 11 news articles »

KARE

Minnesota Senate rejects Sunday liquor sales
Minnesota Public Radio News (blog)
The Minnesota Senate has voted to keep in place the state's longtime ban on Sunday liquor sales. During the debate Thursday on a larger liquor bill, senators defeated an amendment to lift the ban. The vote was 35-28. There was bipartisan support and ...
Minnesota Senate defeats bid for Sunday liquor salesKARE
MN Senate defeats bill allowing alcohol sales on SundaysWDAZ
Another no to Sunday liquor sales, but it's looking good for growlersMinneapolis Star Tribune
MinnPost -TwinCities.com-Pioneer Press
all 54 news articles »

Statesmen News

Bay Area home sales and prices jump, again
San Jose Mercury News
Median sale prices in Alameda County climbed to $665,000 in March, a hair below the 2007 peak of $669,500, according to data released Friday by real estate information service CoreLogic. After hitting a new peak of $1,060,000 in February, prices in San ...
California home prices hit new seven-year high, sales reboundSan Mateo Daily Journal
California home prices hit new 7-year high, sales reboundFairfield Daily Republic

all 30 news articles »

International Business Times

Galaxy S6 Sales Estimates Top 70 Million Units As Samsung Closes In On Apple
International Business Times
Samsung Electronics Co. Ltd. has high hopes for its Galaxy S6 and Galaxy S6 Edge smartphones. The flagship devices have garnered rave reviews and are selling well since they hit market April 10. Samsung expects strong sales throughout the year, with ...
Samsung estimates Galaxy S6 and S6 Edge sales could reach 70 millionAndroid Authority (blog)
After Record-Setting Week, Samsung Predicts 70 Million GS6/GS6 Edge SalesDailyTech
Apple is worried Samsung won't make enough chips for the iPhone because the ...Business Insider
Forbes -BGR -Zacks.com
all 1,127 news articles »
Google News

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More