The ocean laps peacefully at my feet on a calm, clear, perfect late August day as my terrified two-year-old leaps into my arms and buries her head in my shoulder.
She’s usually fearless.
And something spooks her.
On this decidedly un-spooky picture-perfect beach day.
She squirms out of my arms
And back down onto the sand
So the ocean can tickle her toes again.
As I said.
13 seconds later she’s back to hiding in my arms.
What’s going on?
As she squirms into the waves again
I crouch down next to her.
And quickly scoop her up in a panic as a wall of water charges towards us.
Back at six feet above the sand
The wave barely reaches my feet.
At 30 inches it’s a roiling fury of turmoil.
Spooky to her.
Invisible to me.
A difference in perspective.
And it get me thinking about your Elevator Pitch.
Because, generally, prospects don’t leap into your arms
For the reasons you think.
Your experience and expertise
Give you a different perspective.
Your prospect’s plight is all but invisible.
Which makes it difficult
An engaging Elevator Pitch
You ask current customers
“Do you mind telling me
The top three reasons you decided to
Do business with me?”
Their answers will surprise you.
For their clarity.
You’d never guess.
In a million years.
Because it’s invisible.
Why do your customers sign up with you?
2 comments on “Ocean Tickles”
Touching story and awesome analogy. Closed on my umpteenth real estate transaction today. Client was first time homebuyer and nervous as all get out. Thank you for the reminder that they look at it from a different percpective not unlike your daughter. Cheers,
Thanks for sharing your real world example of this insight! You have a great Elevator Pitch opportunity here. Ask that customer how you helped her get over her nervousness. That’s real value you’re adding to the process and would resonate with others who are in a similar situation.