There’s one little nagging problem with the typical advice for composing the perfect elevator pitch: the goal is often off-kilter. Instead of engaging a prospect in a two-way exchange that sets the stage for relationship building, the person typically flings an abundance of words at the prospective customer. This strategy affords little opportunity to have a genuine two-way conversation. Engagement just happens to be critical to sales, because it lays the cornerstone for trust.
Remember this primary rule in relationship marketing: underscore “relationship.” Focus on this marvelous, talented human being standing in front of you. He or she has unbelievable potential. Your goal is to help that person believe in that potential. You are selling a relationship and that means you must start building trust from the very first moment of eye contact.
It starts with an attitude adjustment. Stop thinking about what you are going to stay and just focus on this talented individual standing there in front of you. Give the person 100 percent of your attention. See this as a moment of destiny and treat it with import. Although it may be merely a 30-second introduction, many similar moments that later landed in the history books began in a similar fashion: with a genuine sense of engagement from the get-go.
People care much more about how you view them and how you listen to them than they do about your particular sales pitch and craft. The fact is people crave validation. We all struggle at one time or another with a self-depreciating view of our talents.
While disingenuous flattery can backfire for an MLM professional, a genuine effort to listen with rapt attention to another being is a gift we all crave. Be present, be attentive and be effective in what you do. And don’t forget to enjoy the marvelous opportunities you will have in multi-level marketing to give the gift of esteem to those around you.
Cultivating such an attitude will rock your sales pitch and your world!