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

March new home sales plunge 14.5%
USA TODAY
Sales of new single-family homes dropped sharply last month as severe winter weather and higher mortgage rates continued to slow the housing recovery. New home sales fell 14.5% to a seasonally adjusted annual rate of 385,000, down from February's ...
US new home sales hint at prolonged housing weaknessReuters
Sales of new homes plunge 14.5% in MarchMarketWatch
US New-Home Sales Plunge 14.5% in MarchWall Street Journal
The Star-Ledger -Fox Business -New York Times
all 145 news articles »

Chron.com

Existing home sales fall three months in row
USA TODAY
The housing market continued to sputter in March as adverse weather, low supplies and higher costs discouraged home buyers. Existing home sales declined 0.2% to a seasonally adjusted annual rate of 4.59 million, the lowest level since July 2012, the ...
New Home Sales Drop 14.5% In March, Underlining A Slowing Housing MarketForbes
Spring hasn't sprung for March home salesCincinnati.com
Report: NY homes sales down in first quarterThe Journal News | LoHud.com
Bloomberg -ABC News -Boston Globe
all 308 news articles »

Bloomberg

Apple Sales Numbers Show iPad Fever Is Officially Cooling
Wired
For the first time, analysts, investors, and the public widely expected Apple to post a drop in iPad sales numbers during its second quarter earnings today. And the numbers didn't lie: The public is not gobbling up iPads like they used to. Analysts ...
Apple Stock Soars 8% on Strong iPhone SalesTIME
Apple Q2 2014 hardware sales: By the numbersZDNet
Apple Earnings Ahead of Estimates, but Company Sees Sales Dip AheadRe/code
Bloomberg -CNET
all 935 news articles »

Billboard

Facebook rides mobile ad sales to earnings of $885M
USA TODAY
SAN FRANCISCO — Facebook continued its magic carpet ride of mobile revenue on Wednesday with boffo results. The company reported first-quarter earnings of $885 million (34 cents per share) on revenue of $2.5 billion. Analysts expected a profit of 24 ...
Live: Mobile Ad Sales Jump Again As Facebook's Q1 Profit Demolishes ForecastsForbes
Facebook reports big boost in sales and profit, departure of CFOSan Jose Mercury News
Facebook mobile sales surge, CFO to exitCNET
PCWorld -MarketWatch
all 223 news articles »

Existing Home Sales Fall Slightly In March, To Lowest Level Since July 2012
Forbes
Existing-home sales dipped just slightly in March, bringing their volume to the lowest level since July 2012, data released by the National Association of Realtors Tuesday shows. Sales of existing, or previously owned, homes fell by two tenths of 1% to ...


Johnson Controls Profit Tops Estimates As Auto Parts Sales Rise
Fox Business
Johnson Controls Inc reported a better-than-expected quarterly profit as higher vehicle production in key markets drove up sales of car seats and other auto parts. Sales in the automotive unit, whose customers include Toyota Motor Corp and General ...

and more »

General Dynamics, Northrop Grumman report lower sales, higher profits
Washington Post
Sales at two Falls Church defense giants, General Dynamics and Northrop Grumman, declined in the first quarter, while profits increased as both companies continued to trim costs. Profits at General Dynamics increased 4.2 percent in the first quarter to ...
Gulfstream jet sales lift General Dynamics earningsWashington Business Journal (blog)
General Dynamics Beats Analysts' Estimates on Jet SalesBloomberg

all 25 news articles »

CPO sales rise 11% in 1st quarter
Automotive News
Industrywide sales of certified used vehicles rose 11 percent in the first quarter from the year-earlier level, with many companies registering double-digit increases. Overall certified sales totaled 551,737 units in the quarter. In March, sales ...


Procter & Gamble quarterly profit rises on home care sales
Reuters
Credit: Reuters/Mario Anzuoni. (Reuters) - Procter & Gamble Co (PG.N), the world's largest household products maker, reported a higher than expected quarterly profit on Wednesday, helped by an increase in home care products sales and better cost control.


This Is Amazon's Real Achilles Heel
TIME
Online sales taxes are discouraging people from shopping on Amazon, according to a new study by researchers at Ohio State University. Regular online shoppers living in states that implemented a tax on Amazon decreased their spending on the website by ...

Google News

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

Hello, do you have a website and sell something on... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Why Should I Buy From You?

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

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

How to Sell High Tech Solutions

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

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... 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

Do Your Words Betray You?

What do the words that you use say about you?... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met,... Read More