According to the National Sales Association, 80% of sales are made on or after the fifth contact. Yet when networking, the problem with small business owners is that they try to tell everything about the company in the initial meeting.
Pitching Face-to-Face
Approach any networking situation as an opportunity to lay the groundwork for future relationships—you can take people out to lunch and fill in the details later. We suggest limiting the conversation to these 5 components:
1. Names—introduce yourself and your company. Later, repeat your first name along with that of your company when wrapping up.
2. Geographical locations—Do you sell internationally or locally? Where are your products available? Mention where you currently operate and where you’d like to expand.
3. Single focus—Rather than cluttering the conversation with a laundry list of services, mention one service and tailor it around something unique to them.
4. Benefit statement—Who have you helped?
5. Tagline wrap-up—End with a clever summary of your service.
The Online Elevator Pitch
Pitching online includes similar ingredients—business name, location, primary service—but you should still tweak your approach accordingly. For example:
Facebook—Limit your profile to one or two key products. On your “wall,” entice viewers with occasional deals, campaigns or links to yourself in the media.
LinkedIn—People visit sites like LinkedIn and Plaxo.com to find out more about individual backgrounds, so highlight awards and key accomplishments here.
Twitter—The followers are already engaged in your business, so stick to newsy messages relevant to your indust
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