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: blog:

In The News:


Chrysler, GM, Nissan sales soar; Ford down
Chrysler and General Motors reported that September sales of their cars and trucks soared 18.8% and 19.4% respectively, as the two Detroit automakers' performance easily outpaced the overall industry sales increase for the month vs. a year ago of 9.4%.
US Sales Gains for Big Auto MakersWall Street Journal
GM, Chrysler U.S. Sales Advance 19% as SUVs Soar AgainBloomberg
GM, Chrysler sales soar in September; Ford down 2.7%The Detroit News
ABC News -Reuters -Business Insider
all 353 news articles »


Which States Make You Pay an Amazon Sales Tax
Wall Street Journal today begins collecting sales tax from purchasers in Minnesota and Maryland, marking the 22nd and 23rd states where the online retailer assesses the levy. With the new states, about 69% of Americans—nearly 219 million people—will be ...
Amazon will soon charge sales tax in Minn.KARE to charge sales tax in Maryland beginning WednesdayMyFox Washington DC
Maryland State Sales Tax Hits Amazon PurchasesWHAG

all 10 news articles »

Automakers report a mixed bag of September sales
It was a mixed bag for car sales in September, with some carmakers seeing continued growth, while others saw sales skid. A total of 1.24 million units were sold last month. Chrysler sold 169,890 vehicles, a 19% jump over last September and the company ...


Merck Or Mom & Pop, Taxes Control Business Sales
Business owners often talk of selling to retire, move away, capitalize on a hot market or just do something else. Sales of small businesses are up, and sales mean taxes. Big or small, if you have a business, taxes influence—and often control—how you ...

US auto sales climb 9.4% in September
Los Angeles Times
Americans continued to buy more cars in September. All the major automakers except Ford, which is seeing stiff competition from rival pickup trucks, posted healthy gains in U.S. auto sales last month. The industry sold 1.25 million vehicles in ...

Fox Business

Trucks Drive September Auto Sales
Fox Business
Pickup trucks drove auto sales in September, and the industry signaled that consumer demand remained upbeat after a torrid August. Auto sales have been a bright spot for the U.S. economy this year. In August, the industry booked a seasonally adjusted ...

Journal and Courier

Auto sales flourish in Sept., Subaru up 31%
Journal and Courier
DETROIT - Big discounts on pickup trucks kept U.S. auto sales strong in September. General Motors Co. and Chrysler Group led the industry with 19-percent sales increases over last September. Toyota sales rose 2 percent; Ford and Volkswagen were down.

Wall Street Journal

India Car Makers Post Mixed Sales in September
Wall Street Journal
Car sales in India usually increase during the festival months of September and October when many Indians consider it an auspicious time to make purchases. An improvement in consumer confidence after Prime Minister Narendra Modi's government took ...
Major car makers report good domestic sales in September ahead of the festive ...ET Auto

all 164 news articles »

International Business Times

September 2014 New Auto Sales: Chrysler Up 19% As Buyers Flock To Jeep ...
International Business Times
Most automakers will release their U.S. sales data throughout the day Wednesday. New motor vehicle sales are a key indicator of U.S. consumer confidence. Analysts expect the world's Big 8 automakers to see a 9 percent rise in sales compared to ...

Truck deals help boost US auto sales in September
Updated at 11:44 a.m.. DETROIT • Big discounts on pickup trucks kept U.S. auto sales strong in September. General Motors Co. and Chrysler Group led the industry with 19-percent sales increases over last September. Toyota sales rose 2 percent, while ...

Google News

The Prejudging Predicament

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

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Your Best Friend - The Phone

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

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

15 Ways To Get Really Motivated

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

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More


When I ask salespeople to define what a gatekeeper is,... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Psychological Tricks in Selling

----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute,... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More