Mosquitoes have a lesson for salespeople: make the customers itch. Sure, the tiny gnats with hypodermic noses could brag about how small they are, how fast they can be in and out, and how stealth they are. But they don’t. They just do what they do best. Make you itch. And then scratch that itch.
There are several ways salespeople can design their “elevator speeches”. You can brag about yourself, product, and company. You can list your customers. Spit out your prices. But, like the gnat, you’re just an annoyance.
Be like the mosquito. Stick it to ’em. Ask them about problems you know they’re likely to have and watch them squirm.
A sales trainer might ask, “How many of your people didn’t meet quota last month?” A banker might ask, “How much are you paying in hidden monthly fees that you don’t even understand?” Sell advertising? How about “Would you like a foolproof way to measure the leads and sales you get from your advertising?” What if you’re a staffing rep calling on a commercial account? “Could the employee candidates being sent to you be better qualified so you don’t waste countless hours doing interviews going nowhere?”
The question becomes your elevator speech because you’re talking about what makes you different. Even better, prospects are talking about their problems they need to solve.
The prospects can either continue itching, or scratch the itch. Their choice. But you get their attention.