First of all, you will never win anyone’s trust and admiration if you talk your head off. Are you trying to convince them of something or are you just telling them your story? That is what it is truly all about. If you are ‘selling’ then you are not in the right business. Selling turns people off. However, if you are telling them your story, really telling them what your passion is about ‘why’ that you are in the business, your passion about the vision and the company, then that is what they are going to feel. Your passion. Still, the story has to be short. ‘TMI’. I am sure you have heard of that saying. TMI…too much information. It is very tough, especially when we are new at it.
One of the golden nuggets of our training for approaching our prospects is to learn how to deliver the ‘seven second story’. It is difficult, because of our passion and how much we want to share every little thing that has happened to us on our journey. Still, the seven second story is always a winner. I happened to be watching one of my favorite TV shows by going to the network website and playing it as a streaming video. I had to suffer the commercials that they inserted every so often. However, these were for a new computer operating system (I am sure you have heard of it) and each one was a seven second story. They even had the timer counting down on the screen. They get it…
So, figure out your story. Practice it with others. Hone it down. Tell it short and sweet and let it sink in. The ones whom you are talking to who want to hear more will ask for more. In this case, less is way more! Why are you in business for yourself? Let’s hear it in seven seconds.
From the office of Drew Berman, contributed by Seth Lefferts.
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