PPB February 2020

Q A DISTRIBUTOR ASKS: It has been awhile since I’ve refreshed my elevator speech, and I’m curious as to what others are saying, doing or using to leave an impression. Any tips or tricks to share? With respect to your elevator pitch question, I think storytelling is the best way as it’s relatable to the right audience. The format is something like this: “I help ____ (identify client or market) to ____ (identify clients’ goals).” The pitch might change depending on how you want to position yourself and who you’re speaking with, but a description of “why” you do what you do always trumps what. JAE M. RANG, MAS Owner JAE associates Ltd. Oakville, Ontario PPAI 561178, D4 “I’m a know-it-all in a niche industry.” The initial response tomy elevator speech is a smile or laugh, followed by questions. What’s the industry? What makes you a know-it-all? I can then explain I’m a consultant and expert in the request for proposal process specific to the promotional marketing industry. My tip is that you don’t have to explain in detail in your first reply or self-intro. And as you craft your “speech,” remember that our industry is about marketing and branding, about delivering impact for corporate logos. Suppliers might share that they’re in a “service” industry and expand how they create, imprint and deliver brandedmerchandise. Have two responses ready: one that’s a bit of a teaser, thus inviting questions and another that’s more direct (but still interesting.) Choose which one to use depending on time, place and listener. MARSHA LONDE CEO Tango Partners Atlanta, Georgia PPAI 353210, A1 Do You Have An Answer? A Distributor Asks: Well, it’s time for us to consider an exit strategy. Given our distributorship is home-based, we have very little in the way of equipment, buildings, etc. I was wondering if there is a basic formula that one could use to approximate the value of the distributorship (client accounts, files, etc.). Any thoughts or strategies would be appreciated concerning this process. What’s Your Answer? Email your answer with your name, title and company name by February 14 to Question@ppai.org for possible inclusion in a future issue of PPB magazine. Danielle Renda is associate editor of PPB. | FEBRUARY 2020 | 13 INNOVATE