Use The Elevator Pitch To Get Strangers To Remember You…And Respond To You!

Do you attend a lot of networking events?

If you do, have you noticed the way you introduce yourself to people?

Remember, first impression counts right?

People are always thinking about their favorite radio station, WII FM. Otherwise known as "What’s In It For Me". If you are not going to grab their attention the moment you meet people, they probably going to forget you.

So what do you do when people ask you what you do?

Most people will say, "I’m a docter." Or "I’m a consultant." Or "I’m a teacher."

It’s always "I’m a this" or I’m a that". Boring. Not gonna cut it.

I’m going to talk about a different approach to introducing yourself that will get the attention of the person you are talking to.

It’s an approach we call…

The Elevator Pitch

Alright. Don’t let the name of this approach fool you.

It’s pretty simple. There are many variations of the elevator pitch. But this is one that has worked for me.

The way we introduce ourselves can be broken down into 3 parts. If you are into copywriting and sales, you will have no problem with this.

What are the 3 parts?

First…we want to highlight a problem associated with your profession.

Personally, I manage an business automation company. So we could use that as an example. I will start off by engaging the person by asking a question.

"Do you know one of the biggest problems companies are facing is that they are stuck at doing mundane repetitive jobs that are time consuming, labor intensive and costly?"

They may respond with a "yes" or ask you for more.

That’s when the second part comes in.

You give a solution to the problem.

I will follow up from the question I asked earlier by saying "So how we can come in to add value to these businesses is that we use business automation solution to help them automate such repetitive tasks…"

And then we bring in the third part – the benefits:

…So that they can free up more time, resources to do work of higher strategic value…and they can also cut cost, boost productivity and increase sales."

There. So much better than just saying I’m an automation consultant.

Try it. Use it. You will find more people responding to you. And who knows you may just get more customers and JV partners.

Remember the three parts of the elevator pitch:

1. Problem: Start by asking a question. "Do you know that…."

2. Solution: "How we add value is by helping them to…"

3. Benefit: "…so that they can…"

Do also remember one very important thing.

The key is in the delivery.

Deliver it in a low key and measured way. Don’t come across as over-confident and smug.

If not, people will dismiss you as too salesy. Very important point to take note.

Okay, off you go. Go practise!

Let me know what you think about this. And do share you results!

I’m waiting…

All success,

[tags]E-MoneyMarketing, sales process, sales, salesmanship, customers, jv partners, elevator pitch, offline sales, offline marketing[/tags]

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I understand mean of “Elevator Pitch” is a concise, carefully planned, and well-practiced description about your company that your mother should be able to understand in the time it would take to ride up an elevator. Is that right?

@Old Chevy cars:

Seriously I don’t really know why this is called the “elevator pitch”.

Perhaps the guy who invented the technique came out with it when he was riding an elevator. =)

In any case, do you agree with me that is a better introduction than the usual “I’m a this” or “I’m a that”?

Jag

Yeah, what is an elevator pitch??? Yet the article sounds interesting. Cheers

Hi Nice Blog …..Keep Posting!…. – SEO india.

Interesting. You’re right though. The manner of delivery here is key. Otherwise, a person might come across too strong, or as smug.

I think it’s named the elevator pitch because it should be short enough to allow you to introduce yourself while riding the elevator with someone else. I’ve never been good at these sort of things though, I usually end up sounding too canned…

Sleutelverklarings last blog post..Kosten Koper

I have heard quite a bit about the elevator pitch during my business school days at college. I have never liked the idea of confronting someone in an elevator in order to give them my business card, but I can see the application in being concise.

Great strategy. It’s also incredibly direct and to the point, and that’s important more than ever in sales.

Sleutelverklaring is absolutely right that it is the reason for calling it the elevator speech. It should take no more than 30 seconds which will even be a long elevator ride :)

Mikaels last blog post..Affordable Pet Health Insurance

Nice article, you can also use elevator pitch to get a promotion, or maybe a job. If you have some project or idea you can share it faster and maybe get a meeting.
It’s a great opportunity, better than looking at your shoes during an elevator ride ^^

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Looking forward for the new ventures in 2009 that may make good resolutions at..Thanks for sharing the info..

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Very effective notice.

Such a simple approach, but with massive potential! People are always looking for answers to problems, and this addresses their problems and provides the customer with a way out! Great post and thanks for sharing!

There’s a real art to the elevator approach – I find it much easier to smile and ask people what they do – hopefully then I’ve got something interesting to say about it, and once I know about them and their needs I can then evaluate how I can help them or them me in a more informed way.

@To all folks:

You will find that the more you practise the elevator pitch, the better you become…and the more people will respond to you.

I should have learnt this years ago! Wonder how much more would I have achieved if I knew this back then…

Cheers,
Jag

Key tip on an elevator pitch – it absolutely mustn’t come across as being scripted.

If it does – it’s worse than just saying your job “category”. If it sounds scripted, or salesy, or “clever, clever” – it tells the person listening that you’re not conversing with them – you;re treating them like a faceless prospect and trotting out your pre-prepared speech.

Ian

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@ Ian,

Very true. 100% agree. It mustn’t sound scripted.
So the key is in the delivery.

A slow measured tone helps to overcome the “salesy scripted” delivery.

Very very important. Many people tend to say it quickly and the opposite party will feel that you are trying to force it down his throat.

The manner of delivery is just as important as the words you speak.

Very good point you raise Ian.

Warmly,
Jag

For me, I would prefer the traditional way of introducing myself.I don’t want to sound like I’m promoting myself for some products and pestering them to buy it.