SELLINGSKILLS 6) Make eye contact and be upbeat. Use appropriate pauses. Practice will force you to get your message down and make your overall content tighter and clearer. Record it and play it back. Practice until it doesn’t sound scripted and rolls easily. Take responsibility for the message being heard by the other person. Smile. People remember others who engage them and are personable. 7) Make it exciting and benefit rich. If you are memorable and the benefits of working with you connect with them, not only might they sign, but they will pass along your information to someone else. Never underestimate the power of word-of-mouth advertising. There is a reason the elevator pitch has been around for a while: It works. It allows you to put your best foot forward, opening doors for additional discussions about how you can help them. You will be amazed at what comes back your way. I Kate Tunison is the founder and president of PresentingPlus! LLC. Email Kate at Katetunison@bellsouth.net. Buy the Course, Get the Source! TM FOCUS | SUMMER 2013 | www.spbt.org 37http://www.rapidcourse.com http://www.rapidcourse.com http://www.spbt.org