Have you ever become tongue-tied 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 the elevator speech.
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 and I’m happy to share my my step by step elevator speech preparation method with you!
How To Prepare A Winning Elevator Speech
- First, write down as many characteristics as 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 its 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 such as 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 elevator speech tips to create a couple different versions of your 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!
Give me 30 mins and I’ll give you a tip about your ideal customer (or client) that will make a difference in your business right now. Schedule an appointment below: