The Elevator Speech Is Just An Introduction: What To Do Next!

Have you ever given your elevator speech and gotten an excited and enthusiastic response of "I need that!"? Most of us misinterpret this reaction and mis-play our response. We take this as a buying signal and move forward in full selling mode. We don't take the time to discover what they mean, or what they need, or what exactly they are reacting to.

We believe we have a real prospect in front of us, and take that statement as authentic and true. In a sea of lukewarm or non-responsive reactions, this seems a definite "yes" to our offerings. Realize that the elevator speech is no more than an introduction, and that an animated reaction may or may not indicate genuine interest. Here are some ideas for reacting to such a response:

1) Don't go into automatic sales mode, describing features and benefits. That is as welcome at this point as trying to French kiss a stranger you've just met. Interest shown is simply that--interest--and an invitation for further dialog. It is a mistake to jump on this type of casual comment and confuse it with a desire to buy.

2) Appropriate response on your part would be curious inquiry as to their meaning, listening, and dialog with great care to focus on the other person. Your purpose in this conversation might be things like learning about the needs BEHIND their statement of need, getting to know them better, or understanding their business. Don't make the mistake of taking your focus off the business aspect of the business conversation. It's not about befriending at this point, though that can likely come later.

3) The critical thing to be aware of is that you need to listen more than you talk. If you are blabbering and blathering about yourself or what you will do for them, your monolog will soon cause the other person to start to squirm and edge away. You cannot learn anything about them or their needs or their business by talking. You cannot build rapport or connection by talking. If you are talking, talking, talking--you are losing a chance for business.

4) Develop the art of questioning from genuine curiosity. This is not nosiness, manipulativeness, salesmanship, or "needs analysis". This comes from a true interest in and genuine curiosity about your fellow humans. This is a result of an ego-less and arrogance-free acceptance of all beings as valuable and worthwhile. The more that you genuinely feel this, and authentically come from and behave as if this is your truth--the more magnetically attractive you become. We are all attracted to those who are sincerely interested in us. It cannot be faked!

5) In the course of this conversation, what might you aim to discover? Of course, you want to learn what their true need is and why they reacted so positively to your elevator speech. Were they expressing a real need or simply a momentary reaction to your statements? You may want to learn a few essentials about their business and perhaps its current condition.

Typically though, these sorts of inquiries are premature and should be handled in a gingerly fashion. Often, you can glean information through observation--"reading between the lines", body language, inferences, and reactions.

6) There is plenty of time to discover what you need to know. There is no rush and no hurry. Take it easy and gently discover what you need to know. Never pry or inquire prematurely. Observe the reactions to your questions and don't "cross the line". Conversely, keep your business purpose in mind as you dialog. Use your business purpose to guide you in the conversation.

7) Always, always, always aim to develop relationships. Take the time to care. Get to know the true person. Be a caring presence. Develop trust. Be thoughtful. Think of others. Be present to the interactions.

8) Pay attention to how you can be of service to those you meet. Can you send them referrals? Can you provide them information? Can you connect them with a provider? Do you know someone who could help them? Do you know someone they could help? Could you increase their business, social or spiritual connections?

It's important to understand and realize that the elevator speech is simply an introduction. Don't mistake it for a definite desire to buy. It is simply an expression of interest in response to your concise description of your business. React realistically to these responses and you will move your marketing game further along every time you get such a response to your elevator speech.

Suzi Elton is a success coach working with highly creative types to create income that matches their talent. She has coached hundreds of clients to approach their goals strategically through tiny steps to bring about quantum leaps.

Learn more about the author, Suzi Elton.

10 Big Myths About Copyright Explained

Summary:

Thanks to the Web, copyright laws are now front and center for entrepreneurs.

• Are the Fortune magazine quotes you use in your marketing e-newsletter protected? (Possibly)


• Are e-mails protected? (Yes and No)

This article, while not legal advice, is an excellent, readable guide to today's changing copyright laws.

10 Big Myths about copyright explained
An attempt to answer common myths about copyright seen on the net and cover issues related to copyright and USENET/Internet publication.
- by Brad Templeton

Note that this is an essay about copyright myths. It assumes you know at least what copyright is -- basically the legal exclusive right of the author of a creative work to control the copying of that work. If you didn't know that, check out my own brief introduction to copyright for more information. myths.

Go to source: (Templetons.com)

Entrepreneurial Predictions for 2009

The Wall Street Journal’s entrepreneurship blog, The Independent Street, has made its predictions for what might happen in the world of entrepreneurship in 2009.

As with all economic sectors, the world of entrepreneurs will be dominated by how they respond to the economic downturn. As such, blogger Kelly Spors predicts a major uptick in entrepreneurial activity as downsized workers seek to start their own companies.

Some other trends to watch for include: a renewed focus on bootstrapping (as opposed to accessing outside finance), a rising wave of foreclosures buffeting entrepreneurs, and a growing small business interest in government contracting. “Predictions for Entrepreneurship in 2009,” was posted on December 30, 2008 at The Wall Street Journal’s entrepreneurship blog, The Independent Street.

2009 Predictions - MSNBC 'Your Business' Video

Standing Out At Business Holiday Gatherings (for all the right reasons)

This time of the year you will read plenty of advice and cautionary tales about how to make a great impression with clients and business colleagues at holiday parties . I'm guessing that you will want to make a positive and memorable impression.

Here are a few hints to turn the experience to your advantage and really stand out from the rest of the crowd.

Plan. Plan to attend and expect to enjoy yourself; and plan who you want to contact and what you want to accomplish at the party.

Check. Make sure you know where the party is located, what attire is appropriate, if spouses/guests are welcome, etc.

Arrive shortly after the event starts. Party goers (especially you) are still fresh and alert.

Seek out the hosts, thank them for the invitation - make a little small talk, then move on so others can do the same.

Mingle. Introduce yourself to someone you don't know. Tell your clients/coworkers how much you have enjoyed working with them and their support during the past year.

Sample a few items from the buffet. Be sure to select things you can eat neatly, with one hand, while standing up.

Moderate what you drink. Keep reminding yourself that this is a business event first and a party second. There is nothing wrong with partying "sans alcohol". No one else will know.

Seek out and speak to the people at the party who can influence your business/career. Talk to the client's employees you normally would not meet. Chat briefly with them about their interests or anything you have in common.

Keep your glass in your left hand so when you shake hands with someone, your hand isn't wet or cold.

As you leave, thank your hosts - if you know the people on the party committee, thank them too.

Followup. If you told someone you would deliver information to them etc. make sure you followup on the next business day and deliver on those promises.

More Tips:
Not the mingling type? Then find someone who looks as miserable as you feel and speak to them. You'll both enjoy the evening more.

Stay away from salty or greasy foods that make you want to drink more. Choose foods high in starch and protein that will help slow the absorption of alcohol.

No Gossip!