Try this. Ask your top salesperson to spend 60 seconds telling your corporate story—what space you’re in, who your target market is, why you’re different from the competition, and what value you’ll bring to your prospective customer. Not 5 minutes or 10 minutes. One minute. Now try the same exercise with a rookie salesperson. Try it again with the head of customer service. Did you find that…

• The presentations were each very different from one another.
• Each one was off-the-cuff, as opposed to spoken from memory.
• There was more focus on what you do (features) than how you can help (benefits).
• And, they didn’t say much about why you’re the better choice over key competitors.

Surprised? Many companies are. Developing an effective 60-second presentation—commonly known as an elevator pitch—requires effort, creativity, discipline, flexibility, cooperation and follow-through. Salespeople often don’t do it because they believe the gift of gab will carry them through. Others don’t do it because they don’t think it’s their job. And senior management is pretty sure that someone is doing it—probably the marketing team. The truth is, it’s in no one’s job description … so it doesn’t get done.

Dodge Communications’ workshop, Developing an Effective Elevator Pitch, will set you on the right track. In this workshop, you’ll work through a comprehensive five-step process to evaluate your desired result, define your organization and its competition, develop a value proposition, counter possible objections, and spread the word.

Build an elevator pitch—one that can increase sales and customer satisfaction

To learn more about Developing an Effective Elevator Pitch or other workshops for the healthcare industry, email Dodge Communications at workshops@dodgecommunications.com or call 770-998-0500 today.