Does Anyone Really Do Business on the Golf Course?
I’m sure there are plenty of golf widows and bosses who ask the same question. Are you really getting work done at that annual golf tournament or weekly round of golf?
Yet, when you have 18 holes and a captive audience, it’s the ideal time to sell. And, to really use the links to your advantage, you need to be prepared. Make sure you have an enticing elevator pitch and you understand four primary points of your pitch. Because, has anyone ever really pitched in an elevator?
When you get through the small talk about the weather, sports scores and people you know, inevitably you’ll get around to “that question,”
“So, what do you do?”
Your response may be the hardest 30 seconds to craft, yet those words may be the most important to the success of business owners, salespeople and entrepreneurs alike.
Here are 4 power points to remember when using your elevator pitch on the golf course:
Purpose: drive curiosity (we like the pun)
The purpose of the elevator pitch is simple, you have less than one minute to drive curiosity. This drives engagement, which leads to questions, which creates opportunities to determine if you have an ideal customer and allows you to expand into future conversations dedicated to your unique solution.
Let’s face it. No one invests in a start-up, buys significant services or products based on an elevator pitch. They do however grant permission to take the next step — additional contact, more information, a call or even an actual pitch meeting.
Punch: the magic of semantics can be your handicap
Not taking the time to really use powerful and deliberate language is like not wearing a parachute when you jump out of an airplane. When the question is finally asked, and it inevitably will, be sure you are ready with a smart, disruptive statement to be thought-provoking. According to Harvard Business Review, the brain only pays attention to interesting things.
“I’m a semantics sorceress,” “I change water into a health elixir,” “I pinpoint the source of chaos for companies,” “I freeze time to create the freshest food,” “I can teach you Spanish as you dance and eat your way through Argentina,” — can strike a chord with a serious economy of words.
Pace: don’t rush into it
So once you’ve hit them with your driver (not literally of course), sit back and let the words work their magic. Either your golf partner will be intrigued and ask questions. Once they start asking questions, you now have plenty of time to describe your unique value over the course of the golf course. You’ll quickly determine if you can help this person or not. And if they’re not, it’s far more likely they’ll remember your cleverness and make a referral the next time the run across someone who does need your help.
Passion: requires 0 talent yet closes the deal
The rest is up to you. More powerful than the words you use is the tone and the cadence of how you use them. It’s up to you to master the delivery in a relaxed, natural way so you own it. Just like your short game, it’s all about PRACTICE, PRACTICE, PRACTICE. The best delivery doesn’t sell, recruit, or feel like a pitch — it’s a transference of conviction. You convey the strongest belief in what you do and how you do it.
Make sure your elevator pitch has these key power points. Take the time to choose your words. Take the time to test them in the market and see how people respond. Take the time to practice and refine your delivery. Listen to the criticism, not the critics.
Your pitch is the opportunity for you to connect and share. When your uniqueness is recognized by the right clients, investors, and employers, you’ll come in under par even off the golf course.