Page 42 - Burnham Sales Optimization Blueprint 2018-2019

YOUR VALUE PROPOSITION

Chances are that you will be networking in a variety of locations, and even if you only network with the same
group, you can still change up your pitch to keep it engaging and different.

How to Change up Your Pitch:

• Specific Products or Services • Problems You Solve
• Target Market • Education/Qualifications
• Competitive Advantages

30 Second Commercial/Elevator Pitch

The objective of your 30-second commercial is to provide someone with important information within
15-30 seconds. It is a quick compilation of the most basic but essential facts.

1. Identify yourself (First and Last name)
2. Identify your company
3. Explain what your company does and how you and your company can help benefit customers

Once you have the basics, then ask:
4. Does my message catch the attention of my audience? (story, success, customer experience, testimonial)
5. Does it ask an open-ended question that will lead the conversation to the next level?
6. Call to action. Give the other person a reason to act to something specific – not later, now.

Example:
• Name: Hi, my name is Krista Palo.
• Company: I’m the owner of Evolve.
• What I do: Most small business owners struggle to manage their time and priorities. I teach clients how to slow
down, be intentional, and in the moment, which allows them to tap into their intuition and have greater success in
reaching their goals.
• Power question: What’s the one thing you struggle most with in your business?
• How we can help: Let me help you be more productive and increase your bottom line. I offer speaking, teaching,
and coaching services.
• Call to action: Are you free for meeting next week to discuss ways we can specifically help?

Your 30-second Elevator Pitch

1. Name:

2. Company:

3. What I do:

42 JUNE 2019