The four questions:

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(No Transcript)
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• The four questions
• What is my service, product, or company?
• What problem do I solve (or what demand do I
  meet)?
• How am I different?
• Why should you care? (WIIFM)
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• Not necessarily in that order!

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Important elements 1. Get their attention   2.
Dont make them think too hard KISS   3.
Describe the companys most significant
advantages.
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Important elements 1. Get their attention   Be
interesting use facts, give examples Be
expressive Say it like you believe it. ???
?????? personal story, event 2. Dont make
them think too hard KISS   3. Describe the
companys most significant advantages.
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Important elements 1. Get their attention 2.
Dont make them think too hard KISS Be Clear
- One sentence Be Visual - Tell a Story. A
short story! Create a picture they can relate
to. No Science, No Technology   Your
grandmother and grandkids need to understand what
you say.   3. Describe the companys most
significant advantages.
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• Important elements
• Get their attention
• Dont make them think too hard KISS
• 3. Describe the companys most significant
  advantages.
• Your audience is asking - WIIFM
• Focus on solving the market problem
• Establish Credibility. Name Dropping Allowed
• Experience / success / publications
• Customer list
• Investors (as a last resort).

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Tips 1. Introduce yourself - both names. 2. Be
excited - Be expressive!!! Focus on the need for
your service. 3. Continue the conversation - ask
OPEN questions   4. Test your pitch It
sound different when you say it aloud. 5. Adapt
to the situation Be flexible, modular 6. Listen
 
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Example pitch "Language Line Services is the
world's largest provider of phone interpretation
services for companies who want to connect with
their non-English-speaking customers. Every 23
seconds, someone who doesn't speak English enters
the country. When that person calls a hospital, a
bank, an insurance company, or 911, it's likely
that a Language Line interpreter is on the other
end. We help you talk to your customers,
patients, or sales prospects in 150 languages!"
Question 1 What is my service, product,
company, or cause? "Language Line is the world's
largest provider of phone interpretation
services." Question 2 What problem do I solve?
What need do I meet?" Every 23 seconds, someone
who doesn't speak English enters the country."
Question 3 How am I different? "When you call
a hospital, bank, insurance company, or 911, it's
likely that a Language Line interpreter is on the
other end." Question 4 Why should you care?
"We help you talk to your customers, patients,
or sales prospects in 150 languages."
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Elevator pitch of Trey Research   Good "For
restaurants that need to measure and improve
customer satisfaction, Trey Research provides the
answers you need in half the time through its
proprietary combination of online and offline
survey techniques." (31 words) Better "If
you're a restaurateur and can't keep your
regulars coming back, you're lost. Using
proprietary online and offline survey techniques,
Trey Research will find out how you can stop the
losses and start generating profit." (35 words)
Best "Trey Research helps restaurants improve
customer satisfaction so that people keep coming
back. Nobody else does it the way we do it 
because we combine telephone and Internet
contacts." (29 words)
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Thank you Good luck stepping into an elevator
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