crafting your effective elevator speech
TRANSCRIPT
Introducing Yourself Quickly and Compellingly
(Also known as an Elevator Speech)
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Crafting an Pitch
Spark interest in what you do
…bumped into a former colleague at airport. Exchange pleasantries, and THEN….
You open your mouth, and THEN….
Where on earth do you start?
Have an "elevator speech”
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
An elevator speech is…
Brief, persuasive chat…who you are and what you do, or want to do.
No longer than a short elevator ride 30 seconds; hence the name.
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Tell people what you do for a living or what you would LIKE to do
Introduce yourself to potential clients or customers – Sell new idea to your CEO - Tell people about the change initiative that you're leading
Takes time to get it right
Several versions before finding that one - compelling, sounds natural
Interesting, Memorable,Succinct
Explain what makes you unique.
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Tailor for different audiences
Explain what you do / who you are
Practice
Make Succinct; still convey important information
Communicate your USP
Engage with a question
Put it all together
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Identify Your Goal and
ExplainWhat do I want them to about
me?
Focus on problems / how you help
(Solutions). Add statistics
Make yourself ; quicken your heartbeat
May not remember everything you say, but
will remember enthusiasmSTEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Identify Your Goal and
ExplainExample: "I write mobile device applications for
other businesses.”
Not very memorable!
Better…. "I develop mobile applications that businesses use to train their staff
remotely. This results in a big increase in
efficiency for an organization's managers.”
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Your USP
Communicate your
Identify what makes you, you!
Example: "I use a novel approach; unlike mostdevelopers, I personally visit each organization to find out exactly what they need. Although this takes a bit more time, it means that on average, 95 percent of my clients are happy with the first version of their app.”
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Engage With a Question
Now –Engage your Audience
Open-ended questions
Example: "So, how does your organization
handle the training of new people?”
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Put it all Together
Read it aloud
Use stopwatch - 20 seconds
Cut it
Snappy -
Shorter the better!
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Put it all Together
Example: Here's how your pitch could come together:
"I develop mobile applications that businesses use to train their staff remotely. This means that senior managers can spend time on other important tasks. Unlike other similar companies, I visit each organization to find out exactly what they need. So, on average, 95 percent of my clients are happy with the first version of their app. So, how does your
organization handle the training of new people?"STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Practice – - PracticePractice makes perfect.
How is just as important as what
Too fast; Unnatural, or
Smooth conversation, not Aggressive sales pitch
A mirror
Vary it – not formulaic or pre-preparedSTEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
And Finally….
Keep small with you to give to people after you'vetalked
Business cardsResumes
Professional P r o f i l e
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
To
Tailor your pitch; Be Succinct; ConveyImportant Information
Your goal
What you do / Who you are
Your U S P
Engage with Question
Put Together
Practice – Practice - Practice
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015
Crafting an Pitch
Introducing Yourself Quickly and Compellingly
(Also known as an Elevator Speech)
STEVE LOVIG – KSU COLES COLLEGE OF BUSINESS – SPRING 2015