The Map to More Sales Part 2 - The Message
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This document provides guidance on developing an effective value statement or elevator pitch to use in sales. It advises that a value statement should capture a prospect's interest and differentiate you from competitors by focusing on the results clients can expect rather than your job title. Examples are given of reframing generic titles into value statements that emphasize how you help employers minimize wage pressure or help customers attract more business. The consistent use of a results-based value statement is described as the basis for effective marketing across different channels like cold calling, websites, networking and direct mail.
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The Map to More Sales Part 2 - The Message
- 1. Your MAP to More Sales The Message
- 2. Just follow the MAP
- 3. You are asked the following question: So what do you? Without thinking: What is your immediate response?
- 4. What do you do? He sells insurance I am a benefit consultant
- 5. What do you do? I already have a website I am web designer
- 6. Now Consider These Exchanges
- 7. What do you do? How do you do that? I help employers decrease employee pressure for increased wages
- 8. What do you do? Tell a little about that I help customers attract more business
- 9. Is this that elevator speech thing?
- 10. I prefer to call it “My Value Statement” And it works! All the way to the bank!
- 11. Goals of the Value Statement 1: Capture the prospect’s interest 2: Differentiate you from the competition
- 13. They do not care about your title!
- 14. CRAFT YOUR MESSAGE • Your message is not your title – My title is sales coach • Your message states the results that a client can expect from working with you – You will open more opportunities and close more sales – You will have less stress
- 15. CRAFT YOUR MESSAGE • Your title 1. Benefit consultant 2. Legal Shield Representative 3. Personal Lines Representative • Your message states the results that a client can expect from working with you 1. I help employers minimize employee pressure for increased wages 2. I help take the stress out of signing legal documents such as leases or offers to purchase and more 3. I craft customized insurance solutions that provide you the most comprehensive coverage at the lowest possible cost
- 18. The Basis of All of Your Marketing Cold Calling Websites Networking Direct Mail Your Message
- 19. Using a Consistent, Results-Based Message