In fourth place of what motivates people to Shopping Cart Elevators online buy is pleasure in the future. Expectation of future enjoyment is indeed powerful. A nice vacation, a beautiful wedding, a splendid home, a secure retirement: People save their money for these with hope in their hearts. Savings for these can suddenly become money available, though, when something hurts badly now or is expected to get worse without preventive or corrective action.

arousing interest: fifth place

Contrary to the beliefs of many ad copy writers, arousal of interest or curiosity comes fifth in what gets people to buy. Some ads tell stories like, ?My friends thought I was crazy until I told them how great this thing is!? These appeal to the number-five reason to spend.

positivity not always best

A top problem for many in describing what they do lies in their insistence on addressing one of the bottom three reasons why people do business with them. They smile and want to be positive. They want to express infectious enthusiasm for the wonderful goods and services that they sell. One example of what trumps this: ?People come to me worried about their career.?

the unexpected works

A top reason why many of the same people oppose following the formula for a compelling elevator speech is that they consider it improper to talk about their customers having ?negative? feelings. This is particularly true when they?re asked ?What do you do?? This is why the straight and unexpected truth works.

break the ?negativity? taboo with relevance

Though counter-intuitive for some, a compelling elevator pitch is really this simple: When you give your name, identify in emotional terms three problems that you solve (why people buy from you), state that you solve such problems, and ask if any of this is worth discussing, then you answer the question meaningfully. These are the steps in a compelling elevator speech. Do this well and people will ask for your card.

what works

This is how to tell people what you do in a way that anybody could comprehend in terms of relevance to themselves and those close to them. Customize the three pains to your understanding of the person who asks and they just might ask you another question: ?May I have your business card?? That is when an elevator speech is compelling.