Perfect "Elevator Pitch"

You just left a customer that you just signed up and you decide to stop for lunch. And while you're in the restaurant, you make small talk with someone while you're waiting for a table and he turns to you and he says, so what do you do for a living? Do you freeze? Do you know what to say? Or do you just chuckle and then figure out what to say? By the way, I've done that one. Now, if you didn't know the exact response to have that means you didn't have the perfect elevator pitch. And when you miss that opportunity, literally sitting next to a job that you have in a neighborhood where familiar to people, these everyday interactions can very easily become sales. They can become customers. The funniest thing is, in door to door or in sales, we're in direct sales, we're going out to people's homes. They don't know us, we show up, we're the one initiating. So these opportunities in the real world, these mundane conversations where people start a conversation with us, that whole trust dynamic changes. We engage in a delightful way, they like us, and we end up getting the business. And this video was inspired by you. Because of the comments I've seen on YouTube videos, some comments on Instagram posts, by the way, you can follow me there. Oofstrategist and even emails. People have emailed me and said, hey, I really need help with my elevator pitch. People ask me what I do for a living and I just don't know how to respond. So my mission in this video is to break down a really simple three part formula for you so you can perfect the elevator pitch so the next time that someone asks you this out in the real world, you can convert this mundane opportunity into a really awesome sales opportunity. So thanks for joining me in today's video and welcome, or welcome back. My name is Adam Bensman, the roof strategist. And everything that I do here is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you haven't already done it, hit subscribe. I release new material every single week and I don't want you to miss a thing. So let's get to it, shall we? Your elevator pitch and the perfect framework. Now, this formula is super, super simple. The who, what, and the why. And then I'm going to break down what this means and then show you some examples so you can stitch the perfect elevator pitch together to suit your market. Who, what, and why. Another way to think of the who is your ideal customer. Who's the Perfect customer for you. Now I know you might be thinking, oh, Adam, well, if they have a house, they're the perfect customer. But I mean your ideal customer, you could say Prof. Owners or homeowners or residential homeowners, you could say commercial building owners, you could say people who own apartments or multi family properties. Alright? So that ideal customer can be a subset of different categories of people. In another example, Bill Sansom, who you may have seen, he's a sales rep at age 60, first year in the business, using my sales system, lands 63 out of 73 homes in a single subdivision. So for him, his ideal customer was a property owner in that neighborhood or around that neighborhood because he's already there and everybody knows him. So if you were to name drop, hey, I help customers in the Idlewell subdivision. They're like, I live there or around there. It's going to speak to them in a really deep way. So we really want to call out that ideal customer. So when the customer hears it, they feel like you just described them and it's super personal, powerful stuff. Next, this is what we do for them or the problem we solve. Okay, problem we solve. So that's another way of thinking of the what example, we help multifamily properties replace their roofs after a storm. Okay, ideal customer, multifamily properties replace the roof after a storm. Or maybe it's you're working right now in an area of homes that were built in the 90s and the roofs are about that time and it's a bunch of retail projects going on in the same neighborhood. You say, hey, I help homeowners who live in older homes get their roof replaced when it's time. Again, the exact target market. Older homes get their roof replaced when it's time, meaning at the end of their life because that's what's driving business your way. Or maybe it's I help property owners fix their roof when it's leaking really quickly. Right? So if you have a repair division, my point, you can pick out little details depending on if you're serving customers in the Iowa subdivision, if you happen to just work with four churches in the same general vicinity, if you're working in a subdivision, whatever the case is, you can custom tailor that ideal customer so it speaks to them and share the problem you solve. Now then there's the why, why do we do it in the sales world, I like to think of this as without. Okay, so for example, I want to go buy a new car without the hassle of dealing with a used car salesperson. Going through the negotiating process and then trying to get upsold a million times when I'm sitting with the F and I guy. Okay, that'd be the Without. That's the pain people deal with. Now. The pain people deal with in our environment is usually, excuse me, on the storm side, related to the insurance process, the insurance company, or dealing with shady contractors. On the retail side, homeowners don't want to deal with hard hard sale in home sales presentations and pushy tactics. And they don't want to deal with the chuck in a truck quote unquote style of contractor who is unresponsive, unreliable, and doesn't call people back. So when we know pains of our industry, we can then say, I help people just like you solve this exact problem that you might be facing without the traditional headaches that everybody complains about. Okay? Do you see how nicely that flows? So I'm going to put a few pieces together here. Hey, I help property owners in the Idlewild neighborhood get their roof replaced after the big storm without dealing with the insurance company, shady contractors, or having to come out of pocket with extra money. Ah, I live right near there. I want to help you. Great, right? So here's another one. I help private property owners get leaky roofs fixed really fast without having to wait for someone to call you back or overpriced bids. So you can see how easy it is. Who, what why? Who, what why? When you practice this just a few times, you're going to be an absolute pro. You're going to have that elevator pitch nailed perfectly and in a format that you can adjust on the fly to match the type of customers that you're working with at that very moment. So there you have it. Short punchy video to help you ace your elevator pitch. Thanks for being here. Now, if it's okay, I'd love to ask you a question. What would you like me to cover in an upcoming video? Drop a comment or a question below because that's exactly what inspired this one and I'd love to hear from you. Thanks again for joining me. And if you haven't yet done it, click right here to get a free copy of my pitch. Like a pro roofing sales training video library or hang with me here on YouTube and they think you're really going to love this one. We'll see you soon.