60 second pitch – a guide

60 second pitch – a guide

Apr 05

One of the key elements of the BRX Bond Street meeting is the 60 second round – where each attendee has 60 seconds to describe their business and share what they are looking for in terms of help or introductions from other members.

60 seconds is plenty of time if you are well prepared but can pass very quickly – and unproductively – if you just start to chat.

This brief guide aims to give a suggested approach to your 60 seconds:

60 Second Presentation

The presentation should be planned and varied each week to help generate referrals.

You might consider including the following:

  • My name is _______ first name, last name
  • My company/business is _______ I run/I work with abcCo
  • I am located at _______ [Only if geography is relevant]
  • What we do is _______ We are a xxx business, and work with [job title] in [industry type, size and sector]
  • Who do you know who _________ I am looking to be introduced to (name if you have one, or job title) in company (name or type)
  • Why we would like to meet them is _________ The reason is that we recently worked with (job tilte and name) and achieved (what did you do and what value did you bring) and would really love to do the same for someone else.
  • Close _______ name/company name
  • Tag Line/memory hook
  • Sit down

One of the things to remember is that with a regular networking group, many people will know what you do you unless you have a lot of guests or new members that week you could better utilise the time by talking about new areas of your business, specific people or companies that you want to be introduced to, or sharing a case study.  This helps trigger thoughts by other members as to who they know and can introduce you to.  You can also use it to weave a bit of a story – so create a series of say six 60 second presentations which you can take people through each week.  If it happens to be a meeting with a lot of people who do not know you, just revert to your more standard presentation for that week.

To illustrate

Option One – this one focuses on Owners of small businesses

My name is Lisette Howlett and I run Sandler Training London Central.  At its simplest we do sales or business development training, mentoring and consulting; focusing on client acquisition and business growth. We work with a range of companies from very small to very large.  This week I want to talk about small companies.   We are invited in by business owners who are primarily responsible for the majority if not all of their new business generation.. They may have 1-4 sales or business development people but they  typically tell us that they are

    • frustrated with how hard it has become to get in front of decision makers
    • worried that previous methods of getting new customers are not proving as effective in today’s market
    • fed up with how much time they waste following up and chasing people who seem to be really enthusiastic at the meeting, as for information and a proposal but then go into hiding

If you know of any business owners who are telling you the same or similar things it would be great if you could introduce me to them.

Option Two – this one focuses on Professional Practices – lawyers, accountants, architects etc

My name is Lisette Howlett and I run Sandler Training London Central.  At its simplest we do sales or business development training, mentoring and consulting; focusing on client acquisition and business growth. We work with a range of companies from very small to very large and a range of people. busines owners, senior professionals, MDs and Sales Directors.  One group of people I particuarly enjoy working with are what I call, reluctant sales people.   People who are really good at what they do but hate selling.  This can often apply to business owners and professionals.  Today I want to talk about professional practices.  We are invited in by senior professionals and Managing Partners in law, accounting, finance and architect practices.  They  typically tell us that they are

    • frustrated with how much time and money they spend networking and also entertaining prospective clients
    • anxious that their staff are really good at what they professionally do not like client acquisition and hate the idea of being seen as having responsibility for sales
    • fed up with how much time they waste on free consulting and proposal writing.

If you know of any senior professionals who are telling you similar things it would be great if you could introduce me to them.  I am particularly looking for an introduction to XyxFirm.

Option Three – large companies

My name is Lisette Howlett and I run Sandler Training London Central.  At its simplest we do sales or business development sales, mentoring and consulting; focusing on client acquisition and business growth. We work with a range of companies from very small to very large.  This week I want to talk about working with large companies.   We are invited in by Sales Directors who have large sales teams frequenly located at more than one location or geography.  They typically tell us that they are

    • worried about the lack of consistency in their people’s approach to sales or account management
    • fed up with how different their sales forecast is from reality each month with sales timeframes frequently being pushed out and margins eroded by last minute discounting
    • frustrated with how hard it is to find top quality sales staff

If you know of any business owners who are telling you similar things it would be great if you could introduce me to them.  If anyone knows the UK Sales Director for ABCo this would be great.

 

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