[AccessD] OT: Elevator Speech

Hi Jennifer,

You start out with, "I know exactly how to help you make more money.  What
we'll do is . . ."

It sounds a little hokey, and they may smile because they know you're trying
to get their attention, but you do have their attention for the next minute
or so.  The next part is crucial - you need to begin talking about their
business in terms they understand, and they want to hear examples that they
can relate to, and want to know, at least later, how much more money they'll
make.  

To do this you'll need to know, before talking with them, the basics of
their business.  If you know the typical problems or bottlenecks or issues
they may have, you can describe how you've helped another customer with
something similar.  Try to say what the problem was, how things work now
after you helped, and say it in terms the business owner can convert into
money.  Like, "Now they can handle this with their permanent staff instead
of sometimes having to quickly find someone temporary to get it all done."

If you have good relationships with your current customers, you could ask
them how they would describe how you've helped them to one of their business
colleagues.  

Don't talk about databases or programming - eyes will lose focus!  Say, "I
can make a system/software/package/tool ..."  

Good Luck!
Dan

-----Original Message-----
From: accessd-bounces at databaseadvisors.com
[mailto:accessd-bounces at databaseadvisors.com] On Behalf Of Jennifer Gross
Sent: Wednesday, August 26, 2009 11:39 AM
To: AccessD List
Subject: [AccessD] OT: Elevator Speech

For everyone who is a self-employed developer - my question is, how do
you describe what you do?  My business has traditionally been word of
mouth, but recently I have found myself needing to market.  At the
techie events they have no problem knowing what I do - but to the small
business owner I've been struggling - any insights on how to describe
database development in 30 seconds to the lay person you want as a
client is welcome.

Thank you,

Jennifer Gross
(805) 480-1921
databasics
Helping businesses effectively manage and utilize their information.
 

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