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:


CNBC

Pending home sales rose just 0.5% in July
CNBC
U.S. home buyer demand remained steady in July, although consumers did not react significantly to easing mortgage rates. An index of so-called pending home sales from the National Association of Realtors, which represents signed contracts, not closings ...
Pending Home Sales Index RisesWall Street Journal
Pending Home Sales Up Just 0.5% In July On Short SupplyForbes
Pending home sales rose modestly in JulyUSA TODAY

all 145 news articles »

New York Times

Walmart to End Sales of Assault-Style Rifles in US Stores
New York Times
After nine people were gunned down inside a church in Charleston, S.C., in June, the chief executive of Walmart, Doug McMillon, indicated in an interview with CNN that he wanted to curb sales of such weapons. The company had also been under fire from ...
Wal-Mart To End Sales Of Some Semi-Automatic Rifles, Citing Low DemandNPR
Wal-Mart starts Christmas salesBoston Herald
Walmart Says It's Pulling Semi-Automatic Rifles — Due to Poor SalesNBCNews.com
Washington Post -WWMT-TV -International Business Times
all 765 news articles »

Big Lots tops estimates as sales climb
MarketWatch
Big Lots Inc. said second-quarter adjusted profit rose in the latest quarter, as the deep discounter posted another same-store sales increase amid merchandising improvements. The Ohio-based company--which buys a range of merchandise discounted as a ...

and more »

Patterson Companies Q1 Earnings Improve, Misses Sales (Revised)
Zacks.com
Net sales increased 21.7% (24% on a constant currency basis) year over year to $1.14 billion, but fell short of the Zacks Consensus Estimate of $1.18 billion. The year-over-year improvement in net sales reflected contributions from the recent Animal ...

and more »

Palm Beach Post (blog)

Labor Day sales: What to buy, skip
Palm Beach Post (blog)
Don't buy Televisions / General Electronics. While you will definitely see Labor Day sales on televisions likely related to the start of football season, the most significant discounts won't actually happen until the start of November through Black ...


Wall Street Journal

Dollar General Profit Rises on Higher Sales
Wall Street Journal
based retailer's sales rose 7.9% to $5.1 billion, helped by hundreds of more stores and a 2.8% sales increase at existing locations. All categories posted growth, with the largest increases in area such as candy and snacks, tobacco products ...
Dollar General's Profit Top EstimatesFox Business

all 75 news articles »

Automotive News

Sales may dip for first time in 19 months
Automotive News
Monthly U.S. auto sales are expected to fall for the first time in 19 months in August, but analysts say it's a blip caused by a later-than-usual Labor Day rather than a softening of consumer demand. Still, that could be enough to halt Fiat Chrysler ...
New car sales may slip for first time this yearDallas Morning News (blog)
August US auto sales seen down 3.9 percent: JD Power/LMCReuters

all 15 news articles »

SFGate

Solyndra lied to federal government about sales, report alleges
SFGate
Solyndra executives repeatedly inflated their sales figures and misled federal officials in pursuit of a $535 million government loan guarantee, according to the results of a four-year investigation into the Fremont solar manufacturer's high-profile ...

and more »

ExtremeTech

Windows 10 booms as PC sales collapse
ExtremeTech
Ever since Windows 95 launched, PC manufacturers have looked to new operating systems from Microsoft as a way to boost sales. Microsoft's OS launches often have a push/pull effect on the market; the company's decision to phase out Windows XP support ...
PC sales plummet, thanks to free Windows 10 and a dearth of must-have hardwarePCWorld
Grim forecast for computer, tablet sales takes a turn for the worseCNET
Sales of PCs plummet, partly thanks to free Windows 10 offerFierceCIO
The Register
all 150 news articles »

SJ County homes sales at 9-year high
Stockton Record
San Joaquin County home sales reached a nine-year high in the first six months of the year, RealtyTrac Inc. reported Thursday. The real estate data firm tallied 3,377 single-family home and condominium sales in the first half of the year, up from less ...

Google News

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... 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

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

How to create your own Unique Selling Proposition

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

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Your Best Friend - The Phone

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

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More