We agree on the need for professionals to actively seek out business in today’s world, in the value of calls to action and the importance of good questioning technique. (I like your distinction between verb-led and nonverb-lead questions in your post http://glennandrew.com/asking-powerful-questions/ ).

We don’t agree on the best timing for calls to action and selling professional services. I still believe that an elevator speech is too small a vessel at the wrong time in a relationship for these things. We use elevator speeches in three contexts:

Social, where selling is usually inappropriate and calls to action may be pushy–afterall we just met the other person. Who are we to be suggesting that they do things?

Informal and Formal Networking (with a seatmate on an airplane or at an association meeting), where selling may be inappropriate or out-and-out discouraged, along with calls to action that are too close to calls to buy or to make referrals.

Sales, when we want to show the client that it is worth her while to share her troubles with us, because we know something about the subject in question. Even hear I would not want to sell anything or call her to any action until I had learned about her situation by means of those powerful questions you recomment.

Still, this is a personal opinion and I learned long ago that what works well for one person doesn’t for another and that there are lots of ways to skin cats–or introduce ourselves. That’s what makes this world fun.

Thanks for your comments. I have enjoyed the exchange and will definitely look at your blog regularly.

Ford

I remember a time when it was taboo for attorneys to advertise because they were professionals and now it is common place. It has become necessary in a world of competition. Interesting how times have changed.

In regard to asking questions, I feel that questions engage the person in conversation; a dialogue can take place. I did a post entitled “Asking Powerful Questions.” See http://glennandrew.com/asking_powerful_questions/ for details.

What are your thoughts?

Glenn Andrew
http://glennandrew.com/crafting-an-elevator-speech/

Yes, that makes better sense to me. I am having a hard time thinking of a call to action by the divorce attorney. But I can see one for, say, a tax accountant, as follows:

“A lot of people wonder if they are paying more taxes than they need to. I’m a tax accountant who helps them find out and the answer is usually yes. For people paying over $xxx in taxes, it’s probably wise to review your tax strategy from time to time.”

I didn’t use questions, because it makes the statement a bit less liike a pitch. Many professionals have to be careful about being to eager to sell for fear of seeming ghoulish. I still find this call to action a little strong in the context of a first introductioin. but you have increased my interest. Any suggestions?

Thanks for your comments. They have been helpful.

Ford

Thanks for expanding the discussion on elevator speeches. As you may know, there are no hard and fast rules in developing an elevator speech. Each profession/industry has it’s own unique attributes and to make each elevator speech useful and effective, it may require modification.

With regards to your comments on Step 3, I suggest you consider this step as the call-to-action. I used asking for a referral in my example. You may consider something else. If you feel that a call-to-action is inappropriate, then, of course, leave it out. Does this make sense?

Glenn Andrew
http://glennandrew.com/crafting-an-elevator-speech/