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How to Master Your 30-Second Commercial


Creating an effective 30-second commercial is a small act that can significantly impact your ability to connect meaningfully with your customers and prospects. In the fast-paced world of sales, capturing the attention of potential customers and delivering a compelling message within a short timeframe is essential.

Embrace The Necessary

Sandler Rule: You never have to like prospecting; you just have to do it.

Prospecting is an essential, though not always enjoyable, part of the new business development process. Incorporating the elements of your 30-second commercial into your prospecting efforts can open the door to net new conversations that otherwise may not have happened.

Confidence And Conviction

Step one in perfecting your 30-second commercial is to embrace prospecting as a necessary activity, regardless of personal preferences. Rather than viewing it as a chore, approach it proactively.

Recognize that every interaction is an opportunity to connect with potential customers and build relationships. Focus on delivering your 30-second commercial with confidence and conviction. Believe in the value of what you're offering and communicate it with passion.

Prospects are more likely to be drawn to your pitch when they sense your unwavering belief in your product or service.

Persistence And Consistency

Staying consistent is key in prospecting. Establish a routine for practicing and delivering your 30-second commercial and make it a habit.

Be persistent in your efforts, even when facing rejection. Remember, every "no" brings you closer to a "yes." Embrace the mindset that prospecting is a numbers game, and each interaction is an opportunity for success.

Authenticity And Relevance

Customize your 30-second commercial to resonate with your target audience. Show genuine interest in their pain points and needs.

Understand your audience's challenges and demonstrate how your product or service can address those pain points. Authenticity and relevance build trust and increase the likelihood of meaningful engagement.

Continuous Improvement

Apply a mindset of continuous improvement to your 30-second commercial.

Experiment with different approaches and messaging to identify what resonates best with your prospects. Be open to constructive criticism and adapt your pitch based on your feedback.

By consistently striving to improve, you will enhance the impact and effectiveness of your 30-second commercial.

By remembering that prospecting is necessary and embracing the essential nature of prospecting, you can approach each interaction with confidence, persistence, authenticity, and a commitment to continuous improvement.

Success in prospecting is not about simply liking it; it's about taking consistent action and reaping the rewards of your efforts.

Jim Marshall

Jim Marshall

Jim brings over 35 years of sales, management and marketing experience to the "training table." He has coached hundreds of business owners, sales executives, managers, and corporations to help them achieve greater levels of success and productivity. His areas of expertise range from sales and management training in the advertising and sports marketing fields to professional and business-to-business services, continuing education, new business development, staff hiring and assessments.