Would you like to inspect the original subtitles? These are the user uploaded subtitles that are being translated:
1
00:00:01,633 --> 00:00:03,733
welcome to session No. 9
2
00:00:03,766 --> 00:00:04,899
and in this session
3
00:00:05,166 --> 00:00:07,399
we're going to be talking about the elevator pitch
4
00:00:07,400 --> 00:00:08,066
in other words
5
00:00:08,066 --> 00:00:10,099
creating a powerful pitch
6
00:00:10,400 --> 00:00:13,233
using a formula that has worked
7
00:00:13,233 --> 00:00:15,333
for hundreds of thousands of people around the world
8
00:00:15,366 --> 00:00:16,333
that we've taught
9
00:00:16,700 --> 00:00:18,900
and so this is specific formula
10
00:00:18,900 --> 00:00:20,266
and the whole idea is
11
00:00:20,466 --> 00:00:24,133
for you to learn how to communicate your amazing value
12
00:00:24,666 --> 00:00:25,566
effortlessly
13
00:00:25,766 --> 00:00:29,133
so your prospects become paying clients
14
00:00:29,466 --> 00:00:31,233
remember sales is a journey
15
00:00:31,266 --> 00:00:32,799
and we're gonna talk about the journey
16
00:00:32,800 --> 00:00:35,266
and where this fits in on that journey
17
00:00:36,400 --> 00:00:39,400
I want to remind you about the actions from
18
00:00:39,400 --> 00:00:41,200
the previous session
19
00:00:41,800 --> 00:00:43,133
and the previous session
20
00:00:43,266 --> 00:00:44,433
which I want you to recap
21
00:00:44,433 --> 00:00:45,466
if you haven't done that
22
00:00:45,466 --> 00:00:46,233
please do that
23
00:00:46,233 --> 00:00:47,999
because everything builds on
24
00:00:48,000 --> 00:00:50,300
everything else that we do in this program
25
00:00:50,533 --> 00:00:52,466
so the question was to consider
26
00:00:52,500 --> 00:00:54,300
and write down your ideal clients
27
00:00:54,566 --> 00:00:56,133
what they might talk
28
00:00:56,400 --> 00:00:58,200
or how they may behave
29
00:00:58,566 --> 00:01:00,399
to write that down and consider it
30
00:01:00,433 --> 00:01:01,866
practice building rapport
31
00:01:01,866 --> 00:01:03,699
with a friend or family member
32
00:01:03,766 --> 00:01:05,199
using the 7 steps
33
00:01:05,366 --> 00:01:07,133
that we showed you in the last session
34
00:01:07,200 --> 00:01:10,500
and also practice building rapport with a prospect
35
00:01:10,633 --> 00:01:12,399
at least find a prospect where you can build
36
00:01:12,400 --> 00:01:13,000
report with
37
00:01:13,000 --> 00:01:14,233
and see what happens
38
00:01:14,233 --> 00:01:16,066
whether that's in real life
39
00:01:16,066 --> 00:01:17,866
or on the phone or on zoom
40
00:01:18,000 --> 00:01:19,866
practice that and see what happens
41
00:01:20,400 --> 00:01:22,500
quick reminder that your dashboard
42
00:01:22,500 --> 00:01:24,766
you should be completing on a daily basis
43
00:01:24,800 --> 00:01:27,900
now if you are not completing your dashboard
44
00:01:27,900 --> 00:01:30,100
then you are not doing this program
45
00:01:30,766 --> 00:01:32,533
because as part of this program
46
00:01:32,533 --> 00:01:36,033
is to daily put the details in
47
00:01:36,066 --> 00:01:36,966
as prescribed
48
00:01:36,966 --> 00:01:38,599
from the very first session
49
00:01:38,966 --> 00:01:40,266
and failing to do that
50
00:01:40,266 --> 00:01:41,899
means that you are not doing
51
00:01:42,366 --> 00:01:43,999
a big part of the program
52
00:01:44,000 --> 00:01:44,900
which is actually
53
00:01:44,900 --> 00:01:48,866
will count account for at least 70% of this program
54
00:01:49,333 --> 00:01:51,666
this program is not only about
55
00:01:51,900 --> 00:01:53,833
learning the specific strategy
56
00:01:53,833 --> 00:01:55,733
or technique or formula
57
00:01:56,533 --> 00:01:59,099
not only practicing it out there
58
00:01:59,100 --> 00:02:00,900
but actually putting your numbers in
59
00:02:00,900 --> 00:02:02,433
to see what happens
60
00:02:02,700 --> 00:02:05,133
okay so I just want to remind you about that
61
00:02:06,066 --> 00:02:08,133
now let's get into this session now
62
00:02:08,466 --> 00:02:09,933
and in this session
63
00:02:10,233 --> 00:02:12,099
I want to remind you about the sales process
64
00:02:12,100 --> 00:02:13,833
that we've spoken about previously
65
00:02:14,033 --> 00:02:15,566
which is No. 1
66
00:02:15,866 --> 00:02:17,533
identify your ideal prospect
67
00:02:17,533 --> 00:02:18,799
we've spent time on that
68
00:02:18,800 --> 00:02:21,900
No. 2 understand how to approach and build rapport
69
00:02:21,900 --> 00:02:24,066
we talked about this in last session
70
00:02:24,433 --> 00:02:26,099
and as you build rapport
71
00:02:26,233 --> 00:02:27,933
with your ideal clients
72
00:02:28,000 --> 00:02:29,400
with your prospect
73
00:02:29,533 --> 00:02:31,966
and let me remind you what we said
74
00:02:32,066 --> 00:02:33,166
ask questions
75
00:02:33,533 --> 00:02:34,333
ask questions
76
00:02:34,333 --> 00:02:36,133
acknowledge what they're saying to you
77
00:02:36,433 --> 00:02:38,033
verify what they're saying to you
78
00:02:38,033 --> 00:02:40,166
remember to go into their world
79
00:02:40,466 --> 00:02:43,033
and understand what's going on in their world
80
00:02:43,233 --> 00:02:44,799
by asking lots of questions
81
00:02:44,800 --> 00:02:47,633
in a very conversational style
82
00:02:48,066 --> 00:02:51,266
and as you show interest in them
83
00:02:51,333 --> 00:02:53,766
interest in their challenges
84
00:02:53,833 --> 00:02:56,633
interest in what their aspirations are
85
00:02:56,633 --> 00:02:58,399
interest in their background
86
00:02:58,400 --> 00:02:59,333
and you're asking
87
00:02:59,333 --> 00:03:01,633
questions in this conversational style
88
00:03:01,800 --> 00:03:03,766
at some point in that conversation
89
00:03:04,300 --> 00:03:06,333
they will probably say something to you
90
00:03:07,200 --> 00:03:08,400
that's something would
91
00:03:08,400 --> 00:03:09,466
sound like this
92
00:03:10,233 --> 00:03:11,233
hey by the way
93
00:03:11,233 --> 00:03:12,299
what do you do
94
00:03:13,466 --> 00:03:15,233
now when you hear that
95
00:03:15,566 --> 00:03:17,733
that's those are so
96
00:03:18,000 --> 00:03:18,600
what I call
97
00:03:18,600 --> 00:03:19,666
magic words
98
00:03:19,933 --> 00:03:20,833
so the moment you hit
99
00:03:20,833 --> 00:03:21,566
hey by the way
100
00:03:21,566 --> 00:03:22,933
what do you do again
101
00:03:23,533 --> 00:03:26,766
that means they're inviting you to
102
00:03:27,033 --> 00:03:28,799
now tell them something
103
00:03:28,800 --> 00:03:31,866
this is your ideal moment to deliver your pitch
104
00:03:32,233 --> 00:03:33,433
clearly succinctly
105
00:03:33,433 --> 00:03:34,566
so they get it
106
00:03:34,833 --> 00:03:36,533
once you delivered your pitch
107
00:03:36,700 --> 00:03:38,500
then the conversation goes on
108
00:03:38,566 --> 00:03:39,333
and at some point
109
00:03:39,333 --> 00:03:40,533
you have to handle the objections
110
00:03:40,533 --> 00:03:41,999
I'll talk about that next time
111
00:03:42,400 --> 00:03:43,300
then you close
112
00:03:43,300 --> 00:03:44,000
then you follow up
113
00:03:44,000 --> 00:03:45,533
we'll talk about that another time
114
00:03:45,533 --> 00:03:48,699
but today we're focusing on delivering your pitch
115
00:03:48,700 --> 00:03:49,933
so your message is clear
116
00:03:49,933 --> 00:03:51,299
to you and to them
117
00:03:51,400 --> 00:03:53,233
and now they're looking forward to seeing
118
00:03:53,233 --> 00:03:54,499
how you can help them
119
00:03:54,800 --> 00:03:55,833
so let's talk about that
120
00:03:55,833 --> 00:03:56,833
so when they say
121
00:03:56,833 --> 00:03:58,133
what do you do
122
00:03:59,300 --> 00:04:00,566
for most people
123
00:04:01,033 --> 00:04:02,533
especially in the network
124
00:04:02,533 --> 00:04:03,366
business network
125
00:04:03,366 --> 00:04:04,366
and environment
126
00:04:04,600 --> 00:04:06,800
maybe they've just bumped into someone
127
00:04:06,800 --> 00:04:08,233
maybe it's on a zoom call
128
00:04:08,700 --> 00:04:09,766
maybe casually
129
00:04:09,766 --> 00:04:10,633
and they always
130
00:04:10,633 --> 00:04:12,133
you'll hear people say this
131
00:04:12,133 --> 00:04:13,799
I'm a I'm an accountant
132
00:04:14,200 --> 00:04:16,133
or I'm an architect
133
00:04:16,500 --> 00:04:18,766
or I'm a business consultant
134
00:04:19,200 --> 00:04:20,933
or I'm a chiropractor
135
00:04:21,133 --> 00:04:23,133
or I'm a yoga instructor
136
00:04:23,533 --> 00:04:24,366
when someone says
137
00:04:24,366 --> 00:04:25,333
what do you do
138
00:04:25,800 --> 00:04:27,233
they don't really care
139
00:04:27,266 --> 00:04:27,799
what do you
140
00:04:27,800 --> 00:04:28,633
what you do
141
00:04:28,633 --> 00:04:29,866
let me tell you up front
142
00:04:29,866 --> 00:04:30,466
when they say
143
00:04:30,466 --> 00:04:31,233
what do you do
144
00:04:31,233 --> 00:04:32,699
they don't really care
145
00:04:33,200 --> 00:04:34,400
about what you do
146
00:04:34,400 --> 00:04:35,466
that's not what
147
00:04:35,700 --> 00:04:37,866
in this particular scenario
148
00:04:37,866 --> 00:04:38,566
that's not what
149
00:04:38,566 --> 00:04:39,533
they asking
150
00:04:39,700 --> 00:04:41,066
in this particular scenario
151
00:04:41,066 --> 00:04:43,099
what they really asking is this
152
00:04:44,500 --> 00:04:45,500
they want to know
153
00:04:46,300 --> 00:04:47,533
how can you help me
154
00:04:47,533 --> 00:04:49,699
is it worth me speaking with you
155
00:04:50,033 --> 00:04:51,199
and at that point
156
00:04:51,533 --> 00:04:53,766
now you've got to deliver your pitch
157
00:04:53,866 --> 00:04:55,699
we call an elevator pitch
158
00:04:55,733 --> 00:04:58,699
so this elevator pitch process comes from
159
00:04:59,166 --> 00:05:00,199
old Wall Street
160
00:05:00,200 --> 00:05:02,000
or in the city financial district
161
00:05:02,000 --> 00:05:03,900
where people are rushing in a hurry
162
00:05:04,266 --> 00:05:06,699
and you literally got 20 seconds
163
00:05:06,700 --> 00:05:09,366
30 seconds to tell them what you want to tell them
164
00:05:09,400 --> 00:05:11,433
for them to understand to say yes
165
00:05:11,433 --> 00:05:12,633
I'm interested in that
166
00:05:12,633 --> 00:05:13,699
here's my business card
167
00:05:13,700 --> 00:05:15,266
let's talk contact my secretary
168
00:05:15,266 --> 00:05:16,499
let's do something
169
00:05:16,600 --> 00:05:20,966
and so a good elevator pitch should be no longer than
170
00:05:21,066 --> 00:05:23,066
a short elevator ride
171
00:05:23,700 --> 00:05:24,366
in other words
172
00:05:24,366 --> 00:05:25,766
20 to 30 seconds
173
00:05:26,233 --> 00:05:28,499
it should be ideally factual
174
00:05:28,833 --> 00:05:29,833
interesting
175
00:05:29,833 --> 00:05:32,466
memorable and to the point
176
00:05:32,633 --> 00:05:34,633
busy people are busy people
177
00:05:34,633 --> 00:05:35,899
so get to the point
178
00:05:36,700 --> 00:05:39,200
so let's talk about the elevator pitch
179
00:05:40,100 --> 00:05:42,800
it should describe your ideal client
180
00:05:43,333 --> 00:05:44,833
or your ideal customer
181
00:05:45,333 --> 00:05:46,999
ideally should describe that
182
00:05:47,000 --> 00:05:47,900
it doesn't always
183
00:05:47,900 --> 00:05:48,866
but it should do
184
00:05:49,033 --> 00:05:51,999
it should show the benefits of the results
185
00:05:52,066 --> 00:05:53,933
the customer would get
186
00:05:54,266 --> 00:05:57,299
so if you've got a benefit or results in mind
187
00:05:57,433 --> 00:05:59,133
that you know your clients get
188
00:05:59,133 --> 00:06:00,433
you should state that
189
00:06:00,733 --> 00:06:02,599
it should appeal to the need
190
00:06:02,866 --> 00:06:06,033
or the problem of the other person
191
00:06:06,133 --> 00:06:06,866
in other words
192
00:06:06,866 --> 00:06:09,933
if that other person is your ideal prospect
193
00:06:10,233 --> 00:06:11,966
it should really appeal to their need
194
00:06:11,966 --> 00:06:13,533
or the problem they're facing
195
00:06:13,533 --> 00:06:16,066
or the challenges that they have
196
00:06:16,100 --> 00:06:17,200
it should appeal to
197
00:06:17,200 --> 00:06:20,100
that should describe
198
00:06:20,300 --> 00:06:23,300
the result that you will be providing
199
00:06:23,466 --> 00:06:24,833
so if they work with you
200
00:06:24,833 --> 00:06:26,233
they work with your company
201
00:06:26,666 --> 00:06:30,133
it looks like this is the kind of result they will get
202
00:06:30,566 --> 00:06:31,433
so essentially
203
00:06:31,433 --> 00:06:33,066
now they thinking oh okay
204
00:06:33,066 --> 00:06:34,766
this may be of interest to me
205
00:06:35,400 --> 00:06:37,566
it should make people say hey
206
00:06:37,700 --> 00:06:38,966
can you tell me more
207
00:06:39,333 --> 00:06:41,099
it should make people say
208
00:06:43,333 --> 00:06:44,466
how do you do that
209
00:06:44,566 --> 00:06:46,199
it should make people say
210
00:06:46,366 --> 00:06:47,766
oh that's fascinating
211
00:06:47,766 --> 00:06:49,499
can you show me how you do that
212
00:06:49,533 --> 00:06:51,899
so it should open up the conversation
213
00:06:51,966 --> 00:06:53,466
not kill the conversation
214
00:06:53,666 --> 00:06:56,099
so the moment you deliver your elevator pitch
215
00:06:56,100 --> 00:06:58,966
it should really open the doors for
216
00:06:59,733 --> 00:07:01,233
for a longer dialogue
217
00:07:01,433 --> 00:07:02,966
so that you've got them
218
00:07:02,966 --> 00:07:04,233
you can go further in their world
219
00:07:04,233 --> 00:07:05,599
they can understand what you do
220
00:07:05,666 --> 00:07:08,433
and then you go into the next part of the sales process
221
00:07:09,000 --> 00:07:12,300
here are some common mistakes that I see
222
00:07:12,466 --> 00:07:13,933
small business owners
223
00:07:13,933 --> 00:07:16,933
as well as sales people make constantly
224
00:07:17,233 --> 00:07:18,799
and so these are the common mistakes
225
00:07:18,800 --> 00:07:20,666
and I say these are the don'ts
226
00:07:20,666 --> 00:07:21,733
don't do this
227
00:07:21,733 --> 00:07:22,466
whatever you do
228
00:07:22,466 --> 00:07:23,533
don't do this
229
00:07:24,066 --> 00:07:26,733
don't start with your name
230
00:07:28,400 --> 00:07:29,766
don't start with your name
231
00:07:29,766 --> 00:07:31,966
so it doesn't sound like my name is
232
00:07:32,233 --> 00:07:33,466
don't start with your name
233
00:07:33,466 --> 00:07:34,766
that's a big big no no
234
00:07:34,766 --> 00:07:37,199
they don't care about your name okay
235
00:07:37,533 --> 00:07:39,233
don't start with I am
236
00:07:39,833 --> 00:07:41,833
I am a chiropractor
237
00:07:42,066 --> 00:07:44,066
I am a business coach
238
00:07:44,233 --> 00:07:48,633
I am a health and nutritionist expert no no I am
239
00:07:48,633 --> 00:07:50,466
don't start with I am
240
00:07:51,066 --> 00:07:53,566
don't even start with your job title
241
00:07:54,233 --> 00:07:55,966
don't start with your job title
242
00:07:57,500 --> 00:08:00,866
your I'm the CEO of whatever no
243
00:08:00,866 --> 00:08:05,566
I am the chief organization officer of whatever company
244
00:08:05,566 --> 00:08:06,799
don't start with that
245
00:08:06,800 --> 00:08:10,000
I am the marketing director of ABC Company
246
00:08:10,000 --> 00:08:11,333
don't start with that
247
00:08:12,033 --> 00:08:14,133
don't state your company name
248
00:08:14,800 --> 00:08:15,833
they not interested
249
00:08:15,833 --> 00:08:17,366
they do not care
250
00:08:17,366 --> 00:08:19,766
especially when they've met you for the first time
251
00:08:19,766 --> 00:08:21,266
remember they don't know you
252
00:08:21,333 --> 00:08:22,699
they don't even know if they like you
253
00:08:22,700 --> 00:08:23,633
they don't know if they
254
00:08:23,633 --> 00:08:25,133
they even trust you
255
00:08:25,166 --> 00:08:27,366
so we gotta build up in a way that they can
256
00:08:27,366 --> 00:08:29,399
they can just relax and say oh yes
257
00:08:29,400 --> 00:08:31,266
I'm talking to the right person here
258
00:08:32,166 --> 00:08:35,133
don't rush or talk fast
259
00:08:35,133 --> 00:08:36,499
that's a big big no no
260
00:08:36,500 --> 00:08:37,533
take your time
261
00:08:37,733 --> 00:08:41,233
explain it's only 20 to 30 seconds
262
00:08:41,333 --> 00:08:43,799
and that's why it needs practice okay
263
00:08:44,733 --> 00:08:46,799
don't sound desperate as if
264
00:08:46,800 --> 00:08:47,866
oh this is it
265
00:08:47,866 --> 00:08:48,899
you know you
266
00:08:48,900 --> 00:08:50,433
you've got nothing else to do
267
00:08:50,500 --> 00:08:52,233
that you've got to close them
268
00:08:52,366 --> 00:08:54,133
you're you're hungry for them only
269
00:08:54,133 --> 00:08:55,966
don't sound desperate
270
00:08:56,000 --> 00:08:57,633
just deliver the pitch
271
00:08:57,700 --> 00:08:58,600
they will get it
272
00:08:58,600 --> 00:09:00,566
consciously and subconsciously
273
00:09:01,600 --> 00:09:04,433
don't forget to make it about them
274
00:09:04,666 --> 00:09:08,233
the elevator pitch or your message is not about you
275
00:09:08,633 --> 00:09:09,966
so for some people
276
00:09:10,066 --> 00:09:12,233
they would start some conversation
277
00:09:12,233 --> 00:09:13,666
oh yes you know
278
00:09:14,233 --> 00:09:19,399
my company has been in existence since 1974
279
00:09:19,600 --> 00:09:20,966
we have done this
280
00:09:20,966 --> 00:09:21,999
we won this award
281
00:09:22,000 --> 00:09:22,966
we won that award
282
00:09:22,966 --> 00:09:24,466
no it's not about that
283
00:09:24,566 --> 00:09:26,433
it make it about them
284
00:09:26,533 --> 00:09:27,899
so whatever you're saying
285
00:09:27,933 --> 00:09:30,099
they can see and feel themselves
286
00:09:30,100 --> 00:09:31,400
in that scenario
287
00:09:31,400 --> 00:09:32,600
in that picture
288
00:09:33,966 --> 00:09:35,366
don't use jargon
289
00:09:35,733 --> 00:09:37,966
especially if it's a technical issue
290
00:09:38,100 --> 00:09:39,566
if you are very technical
291
00:09:39,566 --> 00:09:41,799
and you deliver technical solutions
292
00:09:42,633 --> 00:09:45,299
if you're talking to someone who does not
293
00:09:46,000 --> 00:09:47,466
have that technical ability
294
00:09:47,500 --> 00:09:48,933
do not talk in jargon
295
00:09:49,266 --> 00:09:51,133
and you'll find that a lot of
296
00:09:51,666 --> 00:09:52,599
let's say for example
297
00:09:52,600 --> 00:09:53,666
technology company
298
00:09:53,666 --> 00:09:55,099
or it companies
299
00:09:55,400 --> 00:09:59,700
the consultants will go and speak to the company
300
00:09:59,700 --> 00:10:03,333
and maybe let's say the company is a marketing company
301
00:10:03,433 --> 00:10:05,033
they don't deal with technology
302
00:10:05,100 --> 00:10:06,666
they don't know much about it
303
00:10:07,433 --> 00:10:08,366
and suddenly
304
00:10:08,533 --> 00:10:10,566
that consultant is talking about
305
00:10:10,633 --> 00:10:12,833
if they're talking about IP addresses
306
00:10:12,933 --> 00:10:15,699
and they talking about network infrastructure
307
00:10:15,700 --> 00:10:16,600
and all that
308
00:10:16,833 --> 00:10:19,499
your marketing consulting company
309
00:10:19,500 --> 00:10:21,300
may not understand what you're saying
310
00:10:21,300 --> 00:10:22,700
so you'd lose them
311
00:10:22,766 --> 00:10:25,199
so do not talk in any jargon
312
00:10:25,500 --> 00:10:27,266
talking straightforward language
313
00:10:27,266 --> 00:10:29,399
so they get it in a moment
314
00:10:29,400 --> 00:10:31,400
I'm going to give you how to construct it
315
00:10:31,400 --> 00:10:33,266
but these are some common mistakes
316
00:10:33,266 --> 00:10:34,366
so don't do that
317
00:10:34,666 --> 00:10:37,966
so let's talk about the elevator pitch itself
318
00:10:37,966 --> 00:10:39,833
how do you formulate it
319
00:10:40,033 --> 00:10:41,599
how do you put it together
320
00:10:41,966 --> 00:10:44,833
remember when the prospect
321
00:10:44,833 --> 00:10:47,199
or the ideal client says to you
322
00:10:47,800 --> 00:10:48,966
what do you do
323
00:10:49,466 --> 00:10:51,466
or that conversation comes up
324
00:10:51,466 --> 00:10:52,266
and if it doesn't
325
00:10:52,266 --> 00:10:53,833
if they don't get to a place to say
326
00:10:53,833 --> 00:10:55,099
they say what do you do
327
00:10:55,100 --> 00:10:56,733
and they say something like
328
00:10:57,500 --> 00:11:00,033
um and the conversation is going on
329
00:11:00,033 --> 00:11:00,533
and you'll think
330
00:11:00,533 --> 00:11:01,499
all times going on
331
00:11:01,500 --> 00:11:03,466
I better tell them what I do
332
00:11:03,466 --> 00:11:06,899
the best way to do that is ask for permission
333
00:11:08,300 --> 00:11:09,800
and it may sound like this
334
00:11:11,100 --> 00:11:12,900
hey I know we've been talking for a little while
335
00:11:12,900 --> 00:11:14,900
it's fascinating what you do
336
00:11:15,133 --> 00:11:16,733
I get it it's fantastic
337
00:11:16,733 --> 00:11:19,333
and I know where some of the challenges are for you
338
00:11:19,333 --> 00:11:21,133
is it okay if I take a few minutes
339
00:11:21,133 --> 00:11:23,399
to tell you a little bit about what I do
340
00:11:23,400 --> 00:11:24,700
and how I help people
341
00:11:25,266 --> 00:11:26,666
and often they'll say yes
342
00:11:26,933 --> 00:11:29,833
and that's when you deliver your elevated pitch
343
00:11:30,033 --> 00:11:32,233
right so they're checking for
344
00:11:32,233 --> 00:11:32,799
when they say
345
00:11:32,800 --> 00:11:33,633
what do you do
346
00:11:33,833 --> 00:11:34,733
all they want to
347
00:11:34,733 --> 00:11:36,233
all they check in for
348
00:11:36,366 --> 00:11:37,766
consciously and subconsciously
349
00:11:37,766 --> 00:11:39,133
is your credibility
350
00:11:39,633 --> 00:11:40,599
in other words
351
00:11:41,066 --> 00:11:44,199
is it worth my time speaking to this person
352
00:11:44,633 --> 00:11:47,599
is it worth my time listening to this person
353
00:11:47,733 --> 00:11:49,899
so they're checking for your credibility
354
00:11:50,300 --> 00:11:51,300
in other words
355
00:11:52,000 --> 00:11:53,533
if I ever do something with this one
356
00:11:53,533 --> 00:11:54,766
can I trust them
357
00:11:55,066 --> 00:11:56,999
shall I give them any of my time
358
00:11:57,200 --> 00:11:59,000
should I give them any of my energy
359
00:11:59,000 --> 00:12:00,833
shall I give them any of my money
360
00:12:01,000 --> 00:12:02,633
so they're checking for your credibility
361
00:12:03,600 --> 00:12:06,133
and that's essentially based in trust
362
00:12:06,166 --> 00:12:08,466
so there are four parameters
363
00:12:08,466 --> 00:12:11,599
four key areas that must constitute
364
00:12:11,600 --> 00:12:14,866
that must be in your elevator pitch
365
00:12:15,300 --> 00:12:17,733
No. 1 an element of time
366
00:12:18,300 --> 00:12:19,033
in other words
367
00:12:19,033 --> 00:12:21,066
how long have you been doing this
368
00:12:21,866 --> 00:12:24,333
and if you've only been doing it for a short period
369
00:12:24,333 --> 00:12:25,133
be truthful
370
00:12:25,133 --> 00:12:27,899
be honest okay now
371
00:12:28,433 --> 00:12:29,533
and so that time
372
00:12:29,533 --> 00:12:31,733
might be several months
373
00:12:31,733 --> 00:12:33,533
or it might be for the last two years
374
00:12:33,533 --> 00:12:34,333
last 10 years
375
00:12:34,333 --> 00:12:35,533
last 30 years
376
00:12:35,700 --> 00:12:37,433
it whatever the time is
377
00:12:37,533 --> 00:12:39,066
put that time factor in
378
00:12:39,066 --> 00:12:39,666
in other words
379
00:12:39,666 --> 00:12:41,299
how long have you been doing this
380
00:12:41,400 --> 00:12:44,133
that adds to the credibility
381
00:12:44,966 --> 00:12:46,399
put some numbers in
382
00:12:46,566 --> 00:12:49,799
so what numbers have you got available
383
00:12:49,866 --> 00:12:52,133
so some of the numbers could be around
384
00:12:52,133 --> 00:12:53,999
how many people you've worked with
385
00:12:54,366 --> 00:12:55,799
how many people you've helped
386
00:12:56,166 --> 00:12:57,866
it could be around
387
00:12:58,600 --> 00:13:01,966
what percentages increase they've had in their business
388
00:13:02,466 --> 00:13:05,699
what monetary increase they've had in their business
389
00:13:06,000 --> 00:13:06,833
in other words
390
00:13:06,833 --> 00:13:08,533
how many extra dollars they've made
391
00:13:08,533 --> 00:13:09,399
or pounds have made
392
00:13:09,400 --> 00:13:10,666
or Sterling they made
393
00:13:10,666 --> 00:13:11,666
whatever it is
394
00:13:11,866 --> 00:13:13,299
what are some of the numbers
395
00:13:14,200 --> 00:13:16,066
how many people have you worked with
396
00:13:16,133 --> 00:13:19,033
and also the benefits or the results
397
00:13:19,033 --> 00:13:20,733
this is key and critical
398
00:13:21,166 --> 00:13:24,899
typically when you've worked to these people
399
00:13:24,900 --> 00:13:27,566
what are the typical results that they've got
400
00:13:27,566 --> 00:13:30,633
what are the typical benefits that they've got
401
00:13:30,666 --> 00:13:32,866
so make sure you mention
402
00:13:33,266 --> 00:13:36,099
the benefits or the results that they've got
403
00:13:36,100 --> 00:13:37,400
if it's numbers great
404
00:13:37,400 --> 00:13:38,100
if it's not
405
00:13:38,100 --> 00:13:40,033
then the the
406
00:13:40,866 --> 00:13:42,166
the results that the clients
407
00:13:42,166 --> 00:13:42,799
or the benefits
408
00:13:42,800 --> 00:13:45,600
the clients have said to you that they've got
409
00:13:45,666 --> 00:13:47,133
make sure you mention that
410
00:13:47,566 --> 00:13:49,999
and then you're going to go
411
00:13:50,166 --> 00:13:52,199
you will ask a closing question
412
00:13:52,866 --> 00:13:55,233
and a closing question is simply for
413
00:13:55,233 --> 00:13:56,366
to bring them in
414
00:13:56,700 --> 00:13:58,433
so that you can continue
415
00:13:59,033 --> 00:14:00,666
the elevator pitch you
416
00:14:00,666 --> 00:14:02,699
you can continue your conversation rather
417
00:14:03,000 --> 00:14:05,733
so remember the elevator pitch itself
418
00:14:06,233 --> 00:14:06,766
when they say
419
00:14:06,766 --> 00:14:07,633
what do you do
420
00:14:07,833 --> 00:14:09,699
it's only 20 to 30 seconds
421
00:14:10,533 --> 00:14:13,099
and when you've told them that you want that
422
00:14:13,100 --> 00:14:15,033
you want them to come into your world
423
00:14:15,033 --> 00:14:17,366
now you've spent a lot of time in their world
424
00:14:17,433 --> 00:14:19,066
so when they come into your world
425
00:14:19,533 --> 00:14:20,466
you've delivered that
426
00:14:20,466 --> 00:14:23,599
and then the closing question is okay
427
00:14:24,433 --> 00:14:26,333
would you like to know more about that
428
00:14:26,633 --> 00:14:29,566
or can I share more details about that
429
00:14:29,800 --> 00:14:32,833
or would you like to have the same kind of results
430
00:14:34,066 --> 00:14:36,733
or is that of benefit to you
431
00:14:38,366 --> 00:14:41,533
do you think this will help your company
432
00:14:42,933 --> 00:14:44,733
would you like to know more about this
433
00:14:45,133 --> 00:14:48,166
okay good so you ask a closing question
434
00:14:48,633 --> 00:14:50,333
where they're going to say yes or no
435
00:14:50,333 --> 00:14:50,999
in other words
436
00:14:51,000 --> 00:14:52,033
closing question
437
00:14:52,400 --> 00:14:54,366
so let me give you a couple of examples
438
00:14:54,400 --> 00:14:57,233
and then talk about the home actions
439
00:14:57,600 --> 00:14:59,533
so one of the examples could be this
440
00:15:00,866 --> 00:15:02,266
this is from someone else
441
00:15:02,266 --> 00:15:04,233
so for the past 20 years
442
00:15:04,400 --> 00:15:07,233
I've trained over 100,000 people
443
00:15:07,700 --> 00:15:09,533
on how to grow their business
444
00:15:09,633 --> 00:15:12,133
between 20% to two hundred percent
445
00:15:12,133 --> 00:15:13,699
in less than one year
446
00:15:14,433 --> 00:15:16,166
would you like to grow your business
447
00:15:16,166 --> 00:15:17,599
remember closing question
448
00:15:17,866 --> 00:15:18,933
now let's look at a time
449
00:15:18,933 --> 00:15:19,966
what is the time
450
00:15:20,066 --> 00:15:22,166
the time factor is 20 years
451
00:15:23,766 --> 00:15:24,766
what are some numbers
452
00:15:24,766 --> 00:15:28,566
the numbers are hundred thousand or over 100,000
453
00:15:30,200 --> 00:15:31,833
and what else is that
454
00:15:31,833 --> 00:15:34,533
the numbers are between 20% and 200%
455
00:15:35,766 --> 00:15:37,299
the numbers are one year
456
00:15:37,633 --> 00:15:39,133
so whatever numbers whatever
457
00:15:39,133 --> 00:15:39,866
what are the better
458
00:15:39,866 --> 00:15:41,233
what's the benefits then
459
00:15:41,433 --> 00:15:47,133
the benefits are increase in sales of 20% to 200%
460
00:15:47,866 --> 00:15:49,166
so that's the
461
00:15:49,166 --> 00:15:50,266
that's the growth
462
00:15:50,266 --> 00:15:52,866
that's also a benefit or result
463
00:15:53,533 --> 00:15:55,166
let's look at another example
464
00:15:55,666 --> 00:15:58,233
another example is this one
465
00:15:59,333 --> 00:16:00,699
in the past two years
466
00:16:00,700 --> 00:16:04,100
I've helped more than 50 people to lose weight
467
00:16:04,733 --> 00:16:07,766
gain confidence and be much happier
468
00:16:08,733 --> 00:16:10,866
is that something of interest to you
469
00:16:11,266 --> 00:16:12,366
or you could ask
470
00:16:13,566 --> 00:16:15,266
do you think you want to lose weight
471
00:16:19,100 --> 00:16:21,233
are you lacking any confidence
472
00:16:21,233 --> 00:16:23,166
would you like to improve your confidence
473
00:16:24,566 --> 00:16:25,899
would you like to know more
474
00:16:26,600 --> 00:16:28,866
so let's look at the the top there
475
00:16:28,866 --> 00:16:30,433
what's the time two years
476
00:16:31,433 --> 00:16:33,533
what's the numbers
477
00:16:33,533 --> 00:16:35,299
the numbers are 50 people
478
00:16:35,566 --> 00:16:36,899
what's the benefits
479
00:16:37,766 --> 00:16:38,866
loss of weight
480
00:16:40,766 --> 00:16:44,266
confidence and a much happier person
481
00:16:45,033 --> 00:16:46,766
so often some people say to me Mac
482
00:16:46,766 --> 00:16:49,199
but what if I haven't been running my business
483
00:16:49,200 --> 00:16:50,333
for that long
484
00:16:50,333 --> 00:16:53,233
what if I just started last month
485
00:16:53,366 --> 00:16:55,533
well if you've just started last month
486
00:16:55,533 --> 00:16:57,933
then the best thing you can do is
487
00:16:58,366 --> 00:16:59,499
you still need to do this
488
00:16:59,500 --> 00:17:01,500
but the way it will sound is
489
00:17:01,500 --> 00:17:05,566
you will borrow your credibility from the past
490
00:17:06,266 --> 00:17:07,366
so for example
491
00:17:07,466 --> 00:17:10,166
we had a client who had the same situation
492
00:17:10,533 --> 00:17:11,666
and I said to her
493
00:17:11,666 --> 00:17:14,266
simply borrow your credibility from the past
494
00:17:14,266 --> 00:17:16,099
I said what have you been doing in the past
495
00:17:16,366 --> 00:17:17,499
and she said well
496
00:17:17,633 --> 00:17:20,466
I've been a marketing
497
00:17:20,733 --> 00:17:22,133
I've been working in marketing
498
00:17:22,133 --> 00:17:22,866
as a director
499
00:17:22,866 --> 00:17:23,666
as a manager
500
00:17:23,666 --> 00:17:25,066
for over 20 years
501
00:17:25,633 --> 00:17:26,433
and that time
502
00:17:26,433 --> 00:17:30,466
I've worked with several corporations around the world
503
00:17:30,466 --> 00:17:31,899
international corporations
504
00:17:31,900 --> 00:17:34,400
international brands around the world
505
00:17:34,433 --> 00:17:36,799
in order for them to improve their marketing
506
00:17:36,800 --> 00:17:38,566
and actually grow
507
00:17:39,333 --> 00:17:44,999
grow sales revenues above 20% each year
508
00:17:45,133 --> 00:17:47,133
so it might sound like this
509
00:17:47,733 --> 00:17:48,766
it might sound like this
510
00:17:48,766 --> 00:17:51,399
in that person's instance
511
00:17:51,600 --> 00:17:53,100
she would say something like
512
00:17:53,533 --> 00:17:55,133
for over 20 years
513
00:17:55,566 --> 00:17:59,033
I've worked with large corporations
514
00:17:59,633 --> 00:18:02,399
helping them to grow their sales revenues
515
00:18:02,566 --> 00:18:04,399
by more than 20%
516
00:18:04,533 --> 00:18:05,899
year on year
517
00:18:06,466 --> 00:18:07,533
but right now
518
00:18:07,933 --> 00:18:09,066
I'm a business coach
519
00:18:09,066 --> 00:18:11,133
and I'm working with small business owners
520
00:18:11,233 --> 00:18:13,199
helping them to grow their business
521
00:18:13,766 --> 00:18:14,999
would you like to know more
522
00:18:15,000 --> 00:18:16,333
or how I do that
523
00:18:16,866 --> 00:18:18,333
so what happened there
524
00:18:18,333 --> 00:18:23,033
that person is borrowing credibility from the past
525
00:18:23,166 --> 00:18:24,633
so all of you
526
00:18:24,633 --> 00:18:26,966
you have credibility
527
00:18:27,600 --> 00:18:30,366
from whatever you've been doing in the last three years
528
00:18:30,366 --> 00:18:31,333
four years five years
529
00:18:31,333 --> 00:18:33,333
20 years 30 years 40 years
530
00:18:33,633 --> 00:18:35,033
borrow that credibility
531
00:18:35,333 --> 00:18:37,999
and then transition it into the present time
532
00:18:38,000 --> 00:18:39,500
into the present moment
533
00:18:40,333 --> 00:18:42,933
okay so let's talk about your home actions
534
00:18:43,466 --> 00:18:44,866
here are the home actions
535
00:18:45,600 --> 00:18:47,266
what I want you to do this week is
536
00:18:47,833 --> 00:18:51,499
create three variations of your elevator pitch
537
00:18:52,100 --> 00:18:52,800
so you can have
538
00:18:52,800 --> 00:18:54,000
you can do the first one
539
00:18:54,000 --> 00:18:56,700
remember version 1 is better than version none
540
00:18:56,800 --> 00:18:58,733
so create three variations
541
00:18:58,966 --> 00:19:00,566
practice all three variations
542
00:19:00,566 --> 00:19:02,299
so you can write it down and practice
543
00:19:02,366 --> 00:19:04,166
eventually put the writing away
544
00:19:04,233 --> 00:19:06,533
and just do it from your own memory
545
00:19:06,533 --> 00:19:08,399
feel the words that you are saying
546
00:19:09,200 --> 00:19:11,000
practice several times a day
547
00:19:11,000 --> 00:19:12,300
with other people
548
00:19:12,800 --> 00:19:13,833
with family members
549
00:19:13,833 --> 00:19:14,566
with your spouse
550
00:19:14,566 --> 00:19:15,533
with your children
551
00:19:15,966 --> 00:19:17,066
ask them to say hey
552
00:19:17,066 --> 00:19:17,899
what do you do
553
00:19:18,033 --> 00:19:19,299
with your business partners
554
00:19:19,433 --> 00:19:21,099
practice several times a day
555
00:19:21,166 --> 00:19:22,499
see what it sounds like
556
00:19:22,666 --> 00:19:23,899
practice on the phone when you
557
00:19:23,933 --> 00:19:24,633
when someone says
558
00:19:24,633 --> 00:19:25,466
what do you do
559
00:19:26,033 --> 00:19:28,466
and also then select
560
00:19:28,933 --> 00:19:31,199
and use the one elevator pitch
561
00:19:31,200 --> 00:19:33,733
that resonates with you the most
562
00:19:34,100 --> 00:19:35,333
and that will be suitable
563
00:19:35,333 --> 00:19:37,333
for your ideal client the most
564
00:19:37,533 --> 00:19:39,499
so practice first
565
00:19:39,500 --> 00:19:42,266
and then after several days of practice
566
00:19:42,433 --> 00:19:43,199
then say okay
567
00:19:43,200 --> 00:19:46,033
actually this elevator pitch works for me the most
568
00:19:46,033 --> 00:19:48,299
and you start utilizing that
569
00:19:48,466 --> 00:19:52,033
so that is the end of this session
570
00:19:52,333 --> 00:19:53,499
it's all about elevator pitch
571
00:19:53,500 --> 00:19:54,666
it's all about your messaging
572
00:19:54,666 --> 00:19:56,099
so make sure you practice
573
00:19:56,466 --> 00:19:58,466
until we speak again in the next session
574
00:19:58,500 --> 00:19:59,300
bye for now
36512
Can't find what you're looking for?
Get subtitles in any language from opensubtitles.com, and translate them here.