With a few extra minutes in the networking group meeting, the group leader gave Lisa, an Audit Partner at a CPA firm, 3 minutes for an extended intro. Zzzzzzzzz! Here's how Lisa rocked it the next time.
Lisa's first attempt didn't crater because she rambled. She was clear and articulate. Her problem was only the last 30 seconds was actionable. Most people were fast asleep by that point.
Lisa spent 2.5 minutes summarizing the 6 kinds of audits she does for clients. It was a remarkable job distilling a lot of info into a neat package. Unfortunately, to everyone except the other CPA in the room, it was meaningless blather.
By that afternoon, a few people still remembered there were 6 kinds of audits. No one remembered what the 6 kinds were.
Not even those who didn't zone out. And that was nearly everyone.
150 seconds into Lisa's 180 second intro she hit gold: she told us WHO needs an audit and WHEN.
Be Easy to Remember
While no one remembered the 6 kinds of audits. Anyone who paid attention to the end was treated to an easy to remember list of situations where an audit adds value. THAT's easy to remember.
No business owner WANTS to pay big money for an audit. However, every business owner wants to grease the skids for growing their business.
The next time Lisa introduced herself, she nailed it. She moved the last 30 seconds to the front to highlight the situations where audits enable business opportunities. If given additional time, Lisa appends specific client stories to make the generic situations come alive.
Referral Business Up
Lisa's referral business is up several fold. She went from on the fence about whether to renew her networking group membership to seeing it as her single biggest ROI for generating business.
