In today’s society, trust and relationships are more critical than ever. We have experienced a recession that has been compared to the Great Depression. Within the current recession we have seen people robbing each other of, in some circumstances, their life savings. Needless to say, our trust in each other has taken an extreme turn for the worst. As professionals, business owners, and a contributing member of society we all can say we have met with someone, that our gut told us, it just didn’t feel right or even have felt that the person seemed to be simply self-motivated and had no interest in our needs. They just wanted to make a quick dollar. Take a minute and think about a time, that you were put into this situation. Got it? Now, think about how you reacted to that person. Did that person get your business? If I had to take a logical guess, you answered NO to that last question.
This just goes to show you how, we as citizens of society, are reacting to each other and even better to these troubling times. I’m sure some of you are saying, “Well, of course! This is common sense.” And you are exactly right. However, when you think about it, how do you overcome these harsh objections from potential clients? The answer is simple, yet so complex…do all the small things, but do them the right way. This might not make sense right, but it will. I’ll give you an example.
How many of you have you recently been to a networking event where everyone gets a chance to give their “infomercial” or “elevator pitch”? How many of those people used the word HELP when describing their business? “At ABC company, we help businesses to manage their books and make sure they are getting all the tax advice they need to further their growth.” “At XYZ firm, we help people to reduce their time in decorating their homes by managing their home projects for a reasonable price.” “At Smith Jones, we help to assure that your family will get all your assets when the unfortunate time comes that you pass away.”
Do you see a pattern here? Everyone is helping people. Yes, we by nature, want to help people whether we really mean it or not. You might ask yourself, “What is wrong with wanting to help people?” Nothing! The problem lies in your wording and the subconscious message you are relaying to your audience. Are you really going to help the person or are you confident that you WILL do your job and do it right? Mostly likely you have answered that you are confident in your ability and your companies to fulfill the needs of your potential client. If you have, then cut out the HELP in your elevator speech. HELP, just screams uncertainty.