Have you ever become tongue-tied when you’re asked, “So, what do you do?” and walked away with the feeling that you’ve lost a great business opportunity? Well, it used to happen to me, too. That’s when I set out to master the art of being the most persuasive person in the room when I go to networking events. My technique has been so successful that I now teach it to other entrepreneurs and business owners and I want to share some elevator speech tips with you in this blog.
But first, let’s review what an elevator speech really is:
According to the University of California, “An elevator speech is a clear, brief message or “commercial” about you. It communicates who you are, what you’re looking for and how you can benefit a company or organization. It’s typically about 30 seconds, the time it takes people to ride from the top to the bottom of a building in an elevator. (The idea behind having an elevator speech is that you are prepared to share this information with anyone, at anytime, even in an elevator.)”
What I learned through this process is this: be prepared. I’m happy to share with you a few of my best elevator speech tips and my step-by-step preparation method.
How To Structure A Brilliant Elevator Speech
First, write down as many characteristics you can think of about your ideal customer. Your ideal customer is the person who immediately sees value in what you have to offer and is willing and able to pay you for it. (You want more of them, right?) If you already have or have had a customer that fits this description, use him or her as your model.
Next, go to LinkedIn and find a photo of that customer. If it’s not a real person then use a photo of someone who could be your ideal client. Tape the photo it to a spot where you can see it from your desk.
Now, make a list of words that describe how your ideal customer feels right now when he or she needs what you offer. Your list may include emotions like worried, frustrated, afraid, excited, etc. While you’re doing this, keep glancing the photo and pretend she just asked you to tell her about your business.
Next, make a list of how your ideal customer wants to feel (or would rather feel) as it relates to what you offer. Safe? Wealthy? Calm? Happy?
Now, jot down what you do that will get him or her to that place. Is it a specific approach or therapy? Is there a course or program you offer? In other words, what’s your special sauce?
Finally, put it all together and see what you come up with.
Use these tips to create a couple of different versions of your elevator speech and practice them until they fall trippingly off your tongue.
When you are in front of people, try to take note of what you’ve said that sparks their interest. Over time you’ll notice that your elevator speech will morph and get even better. And you’ll learn how to quickly adjust according to where you are and to whom you’re speaking.
Try it! You may be amazed at the reaction you’ll get, especially from your ideal customers!
GREAT NEWS! If you like the elevator speech tips in this article and you live or work in the Cincinnati/Northern Kentucky area, you can attend my monthly Elevator Speech Workshop. It’s fun, fast, easy and affordable. In two hours you can become the most persuasive person in the room! Get info here.
If you struggle with your website, your marketing, finding your ideal customers/clients, or just want some friendly and helpful advice from a seasoned entrepreneur (me!), feel free to write in the comments section below. I’m happy to help!