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:


Reuters

US new home sales at six-year high; recovery still fragile
Reuters
U.S. stocks were slightly up, while the dollar edged down against the euro. The housing sector index .HGX was down 0.78 percent. U.S. homebuilder PulteGroup Inc (PHM.N), which on Thursday reported a 4 percent rise in quarterly revenue from home sales, ...
Gain in U.S. Home Sales More Modest Post Revisions: EconomyBloomberg
New-Home Sales Staying SluggishNew York Times
US New-Home Sales Tick UpWall Street Journal
Fox Business -ABC News -USA TODAY
all 124 news articles »

Wall Street Journal

Microsoft Bucks Trend as Sales Defy Expectations
Wall Street Journal
Microsoft Corp. may not be cool, but its sales continue to defy expectations by growing at a much faster clip than those of its business-technology peers. Microsoft's revenue rose 11% from a year earlier in the three months ended Sept. 30, excluding ...
Microsoft Offers Tantalizing Signs of ProgressNew York Times
Microsoft sales beat Street hopes, cloud profits upReuters
Microsoft sales lifted by the cloud to $23.2BUSA TODAY
The Verge -CNNMoney -Bloomberg
all 1,185 news articles »

Wall Street Journal

Apple iTunes Sees Big Drop in Music Sales
Wall Street Journal
Music sales at Apple's iTunes Store have fallen 13% to 14% world-wide since the start of the year, according to people familiar with the matter. The decline is stark compared with a much shallower dip last year. Global revenue from downloads fell 2.1 ...
iTunes sales down 13% this year as Apple plans to rebuild, rebrand Beats Music ...Apple Insider
Report: Beats Music Will Fold Into iTunes As Music Sales PlummetGizmodo
ITunes Sales Falter As Consumers Opt For StreamingInternational Business Times
9 to 5 Mac (blog) -Macworld
all 54 news articles »

Reuters

P&G to exit Duracell battery business; quarterly sales dip
Reuters
P&G shares rose about 3 percent as investors shrugged off a marginal fall in quarterly sales and warning that a stronger dollar would significantly hurt revenue and earnings this quarter. A surging U.S. currency, reduces the value of overseas sales ...
Roundup: PUC schedules hearings for FirstEnergy rate increase; New-home ...Tribune-Review

all 407 news articles »

Bloomberg

Amazon again delivers soaring sales but posts a huge loss
Washington Post
Amazon's forecast for the crucial holiday season is also not especially encouraging: The company expects sales to increase between 7 and 18 percent over the same quarter in 2013. While such sales growth is far better than what other major retailers ...
Amazon's Sales Forecast for Holidays Misses EstimatesBloomberg
Amazon writes off $170M on weak Fire Phone sales. Surprise!VentureBeat
Amazon's losses balloon to $544 million, driven by weak Fire Phone salesThe Verge
Reuters -Computerworld -Variety
all 719 news articles »

Wall Street Journal

Kering Revenue Rises 3.3% Despite Drop in Gucci Sales
Wall Street Journal
The French luxury conglomerate said that Gucci, which accounts for around half of the company's luxury activities' sales, posted a 1.6% sales decline compared with the previous year, while Saint Laurent's revenue rose nearly 28% and Bottega Veneta's ...
Puma Helps Drive Kering's Q3 SalesABC News

all 125 news articles »

New York Times

Christie's Ramps Up Online-Only Sales
New York Times
It dipped its toes in online-only auctions in 2011 with a sale of Elizabeth Taylor's clothes and jewelry. That effort ramped up considerably last year when Christie's held 51 online-only sales. Officials there said that number was increasing by 50 ...


Ars Technica

Analysis: Worldwide PS4 sales at least 40 percent better than Xbox One
Ars Technica
Let's be generous to the Xbox One and assume that Xbox 360 sales absolutely tanked, plummeting to one-third of their 2013 levels. That would mean about 766,000 of Microsoft's 3.5 million combined Xbox shipments for April to September 2014 were taken ...

and more »

Rochester Democrat and Chronicle

Home sales rise in state, fall locally
Glens Falls Post-Star
Salvatore Pividera, with the state association, cautioned that in counties where lower sales volumes are typical, it doesn't take major swings in activity to result in big percentage differences. In fact, the greater Glens Falls area did a bit better ...
Rochester-area home sales fall in third quarterRochester Democrat and Chronicle
Mixed Picture For Local Home SalesWXXI News
Area home sales down 6 percent in the third quarterRochester Business Journal

all 4 news articles »

Amazon's Dispute With Hachette Might Finally Be Hurting Its Sales
TIME
Amazon's old core business: North American book, movie and music sales. The segment's sales increased a mere 4.8% from 2013, the slowest growth for the category in more than five years. That compares with a 17.8% growth in that segment a year ago.

and more »
Google News

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

Selling Commodities

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

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

Open Source Selling? The Next Evolution? The Next Revolution

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

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

It Isnt A Sale Until Youre Paid

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

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

7 Strategies for Writing Fundraising Letters

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

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... 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

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

Marketing Conversations, And Conversation Stoppers

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

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More