Good in a room ch9-13

Good in a Room

ch9-13

Multiple Choice

Which brilliant point is NOT made in "The Myth of the Elevator Pitch?"

• A moment's access is not an opportunity

• Someone you don't know is not an opportunity

• Every buyer and every situation is different. Your pitch should reflect those differences.

• Your elevator pitch only works if you use it on everyone you meet, everywhere you go.

Reorder

Put the following in the correct order

A great title should be...

• S: short

• M: Memorable

• A: accurate

• R: repeatable

• T: tonally appropriate

1

2

3

4

5

• 1
• 2
• 3
• 4
• 5

Multiple Choice

Teasers are small bites of information with a simple goal: To intrigue the buyer with minimal risk.

Which of the following is NOT one of the author's favorite types of teasers?

• daring questions

• startling statistics

• purposely nonspecific phrases

• long-term benefits

Match

THE FIVE LISTS

Match the following

• separated into categories

• the "pain" the client is experiencing

• the details of what you do

• what the client gets

• what you do in other terms

potential buyers

client complaints

features of your service or product

benefits of those features

metaphors/comparisons

• potential buyers

• client complaints

• features of your service or product

• benefits of those features

• metaphors/comparisons

Pause. Try it. Make the 5 Lists.

1. potential buyers (separated into categories)

2. client complaints (the "pain" the client is experiencing)

3. features of your service or product (the details of what you do)

4. benefits of those features (what the client gets)

5. metaphors/comparisons (what you do in other terms)

• Highlight words & phrases you like

• Get ready to put it together into one of the template structures

Open Ended

Use 1 of these templates to create your own "trailer"

"I'm a [professional designation. I help [client group] who want to [benefit]."

"I work with [client group] who want to [benefit] and [benefit]."

"I'm like a [descriptive phrase/metaphor]. I specialize in helping [client group] to [benefit]."

Match

"The Question + With a Good Answer, You Will..."

Match the following questions with the result that comes from a good answer

• be remembered more easily

• launch into a great conversation

• intrigue the other person

• trailor your message to the other person's specific needs

what's your name?

where are you from?

What do you do?

What's that like?

• what's your name?

• where are you from?

• What do you do?

• What's that like?

Open Ended

Try out one of the book's techniques to make your name memorable.

-use a nickname

-use an abbreviation

-use a "sounds like"

-use your middle name

-use a hook

-choose a pseudonym

What's your name?

Open Ended

Try out one of the book's techniques to use your origins to launch into a great conversation:
-add geographical context

-add cultural context

-add an interesting detail

Where are you from?

Multiple Choice

Anytime you can predict that you'll be asked a particular question, it is to your great advantage to take the time and spend the energy to develop a strong, effective answer.

• False

• True

Small talk just got better.