This document provides guidance on developing an effective value statement or elevator pitch to use in sales. It advises that a value statement should capture a prospect's interest and differentiate you from competitors by focusing on the results clients can expect rather than your job title. Examples are given of reframing generic titles into value statements that emphasize how you help employers minimize wage pressure or help customers attract more business. The consistent use of a results-based value statement is described as the basis for effective marketing across different channels like cold calling, websites, networking and direct mail.

1. Your MAP to More Sales
The Message

2. Just follow the MAP

3. You are asked the following question:
So what do you?
Without thinking: What is your
immediate response?

4. What do
you do?
He sells
insurance
I am a
benefit
consultant

5. What do
you do?
I already
have a
website
I am web
designer

6. Now Consider These Exchanges

7. What do
you do?
How do you
do that?
I
help employers
decrease employee
pressure for
increased wages

8. What do
you do?
Tell a little
about that
I help
customers
attract more
business

9. Is this that
elevator speech
thing?

10. I prefer to call
it “My Value
Statement”
And it works!
All the way to
the bank!

11. Goals of the Value Statement
1: Capture the prospect’s interest
2: Differentiate you from the competition

13. They do not care about your title!

14. CRAFT YOUR MESSAGE
• Your message is not your title
– My title is sales coach
• Your message states the results that a client
can expect from working with you
– You will open more opportunities and close more
sales
– You will have less stress

15. CRAFT YOUR MESSAGE
• Your title
1. Benefit consultant
2. Legal Shield Representative
3. Personal Lines Representative
• Your message states the results that a client can expect
from working with you
1. I help employers minimize employee pressure for
increased wages
2. I help take the stress out of signing legal documents such
as leases or offers to purchase and more
3. I craft customized insurance solutions that provide you
the most comprehensive coverage at the lowest possible
cost

18. The Basis of All of Your Marketing
Cold Calling
Websites
Networking
Direct
Mail
Your
Message

19. Using a Consistent, Results-Based
Message

20. http://www.socialproofmarketingmachines.com