Last week we looked at how to go about creating a bang up elevator speech. There were four points you were to contemplate and come up with a response. If you don’t remember them, go back and check last week’s blog. Using the Probate Attorney illustration, we have already defined the target market as “middle to high end worth clients who need probate planning” Now what kind of words would inspire the listener to continue to be interested in what you have to say. How about ” I have found that people who die without the proper planning are putting their families in jeopardy every day”. That should get both a lay person and an attorney to continue to listen to you. Next area is what can you do for your clients. This might go something like ” I give my clients security in knowing that their final wishes and needs have been uncovered and the best possible plan is in place to insure long term benefit to both the client and their beneficiaries”.
Last, you want to let the person know what they can do for you. This might be viewed as the closer for your elevator speech. For the Attorney: ” Whatever service I can be to you and your clients in this area, I would be happy to accommodate. Just give me a ring.” For the lay-person: “If I can ever be of service to you or your friends or family, I will be happy to discuss any questions or concerns, they or you might have. Just give me a ring.” Always end with giving them a business card and a piece of wrapped chocolate candy. “Oh, just found this in my pocket” If you feel just giving the candy is too flashy……remember, sweet items always helps to implant memories. So this week, you are going to get together your own whiz bank elevator speech and practice it before the mirror at least 10 times. Memorize it, use it, change it. Because I know you are all terribly curious about my elevator speech…..it goes something like this: “Did you know that attorneys are one of the most dissatisfied group of people on earth? Many are in good jobs but still unhappy. Others can’t find a suitable job in this market and still others are not even sure they should be lawyers. I can help with that. I’m a professional legal coach who coaches attorneys at all levels of their career to insure that they are attaining their highest selves. If you are interested or know of an attorney who needs me, please call or go to my website. I have short free open coaching hours on Monday and Wednesday to get a taste of coaching ” AND A BUSINESS CARD AND BIG PIECE OF CHOCOLATE for a dynamic finish. It would be great if you would send me your proposed elevator speech. I would like to see what you are coming up with. All my best.
Sorry folks this click is going to take you to Ted Talks and not Amy’s talk. Apparently some problem with their site (not mine). Just click into Ted Talks and then go to her talk on Body Language. It’s fun!