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:

New York Times

IPhone Sales in China Bolster Apple Earnings
New York Times
But Apple introduced its own versions last September, and now the sales spigot is wide open. The company on Tuesday reported $16.1 billion in revenue from “greater China” — which includes mainland China, Hong Kong and Taiwan — in its first fiscal ...
iPhone's double-edged sword: Big sales, big risk for AppleCNET
Apple Shines With Record Earnings on Huge iPhone SalesTIME
Apple iPhone sales trample expectations as profit sets global recordReuters
Bloomberg -The Verge
all 1,928 news articles »


Wii U sales are starting to slowly recover, except in Japan
Ars Technica
In the "Americas," Wii U sales were up 16 percent for the busy holiday quarter, to just over 1 million units over three months. That's not amazing, compared to regional estimates for the likes of the Xbox One and PS4, but it's a step in the right ...
Wii U Sales Climb Slowly Despite Key ReleasesGameSpot
Nintendo says slack console sales to hit operating profit, weak yen to lift ...Reuters
Nintendo Drops 2015 Sales Forecast Despite Strong Holiday QuarterGame Informer
Attack of the Fanboy
all 157 news articles »

Elmira Star-Gazette

Corning Inc. nears $10B sales goal
Elmira Star-Gazette
CORNING – Corning Inc. saw growth across the company in the fourth quarter and throughout 2014, according to sales and earnings figures released Tuesday. Net sales were up 23 percent in the fourth quarter and net income was up 135 percent, according ...
UPDATE 1-Corning expects Gorilla glass to drive sales in 1st qtrReuters

all 70 news articles »

Wall Street Journal

New-Home Sales Hit Highest Level in Over Six Years in December
Wall Street Journal
New-home sales rose to their highest level in more than six years in December, finishing the year on a strong note and suggesting renewed momentum for the sector. Sales of newly built, single-family homes increased 11.6% from a month earlier to a ...
US New Home Sales Jump 11.6 Percent in DecemberABC News
US new home sales surge in DecemberReuters
Volatile New Home Sales Jump 11.6% In DecemberForbes
Fox News -Fox News Latino
all 195 news articles »

Automotive News

Auto sales forecast calls for a hot January
Automotive News
Forecasters say U.S. auto sales have begun 2015 much stronger than 2014, when a deep freeze kept shoppers away from many dealerships in much of the country. General Motors is expected to post nearly a 20 percent increase, with the other Detroit 3 ...
Snowmageddon? Bah, Auto Sales Will Stay StrongMediaPost Communications
New-Vehicle Sales in 2015 Off to a Strong StartPCB007 (press release)

all 5 news articles »


Microsoft's Shares Decline as Business-License Sales Slump
The company said currency fluctuations would lower revenue 4 percentage points in the fiscal third-quarter and the issues that plagued commercial licensing sales would also persist, including weaker spending in Japan after the country raised its sales tax.
Microsoft sales soar for all its non-Windows productsCNNMoney
Microsoft Surface sales topped $1 billion in December quarterMashable
Microsoft's profits dip despite strong cloud, phone salesFortune
CNET -Business Insider -Washington Post (blog)
all 1,150 news articles »

iPhone 6 sales boost Apple profits to stratospheric levels
New York Post
Apple disclosed Tuesday that it sold a mind-blowing 74.5 million iPhones during its holiday quarter, as shoppers snatched up the sleek new iPhone 6 and 6 Plus models that boasted faster processors and thinner bodies with bigger screens. The popularity ...

Gentex Corp. misses Wall Street expectations for 4th quarter sales and profits
ZEELAND, MI – Gentex Corp. missed Wall Street's expectations for its sales and profits when it reported its fourth quarter and year-end results on Wednesday, Jan. 28. Gentex, which makes automatic dimming mirrors for automobiles and other automotive ...

and more »

Strong Dollar Weighs on McCormick's International Sales
Wall Street Journal
McCormick has sought to turn around its flagging U.S. sales with a more aggressive marketing strategy as well as new product offerings. However, the company's results have fared well recently because of strong performance overseas, including through ...

and more »


Update: Apple posts record sales, says Watch to ship in April
The Apple Watch will ship in April, CEO Tim Cook said Tuesday, ending speculation about when Apple will release its first new category of product in more than four years. Rumors about the release date have swirled ever since the device was shown in ...

Google News

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

How to create your own Unique Selling Proposition

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

Throw Out Your Selling Language - Unlock Your Natural Voice

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

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

How to Sell Your Products Without Competition

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

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

3 Tips For Getting Through The Voicemail Screen

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

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

Creating More Effective Proposals

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

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Mortgage Leads, Choosing the Best Option

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

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More