I’d like to talk about the traditional elevator pitch and why it’s often outdated and ineffective, especially if you want to position yourself for success.
Very often, opportunity starts with the question, “So, what do you do?”
And very often, you only have a few seconds to get — and then hold — a person’s attention as you’re answering.
So how do you do it? How do you hold this person’s attention… AND give him or her the answer that clearly and effectively communicates the best and right combination of:
1) who you help & how you do it;
2) who you are & why you care;
3) why you’re uniquely positioned to serve them; and
4) a dash of your “special sauce”… so they remember you?
The first thing to do is take a breath… and SLOW DOWN.
Because people may forget what you say and do, but they’ll never forget the way you make them feel.
By taking a breath, you become present. You listen better. And they feel more comfortable by being around you.
Then, the second thing to do is connect with their emotions. Think of how you can affect the ways that this person feels.
Instead of focusing on yourself and what you want, take another breath focus on this person: what they want/need and their experience (their struggles, dreams, or both).
Talk about the things might be on their mind. Listen closely to what they’re saying. Ask questions if you can.
And most important: remember that this not a pitch… it’s a cascade.
Sadly, most people still think it’s a pitch. And they treat it like a pitch. A one-shot deal. The big “at bat.” A home run… or nothing.
Everything all at once in 10-20 seconds.
But they couldn’t be farther from the truth.
Because it’s important to remember that every “yes” is made up of series of “yeses”. And building interest and trust (just like cultivating relationships) operates much the same way.
(That’s why I call it “elevating” your elevator pitch.)
Think of a waterfall.
You’ll notice that, for many waterfalls, the water doesn’t fall directly from the top to the bottom. The water cascades — from level to level, step to step — top to bottom.
(Another analogy: on your first date, you don’t ask your date to marry you.)
So before the next time you’re asked, “What do you do?”, consider your response.
What will you say so that:
1. this person will begin to know, like, and trust you;
2. you position yourself as a caring expert, authority, or thought leader;
3. you connect the dots — from what they want and need — to who you are and what you offer; and
4. you keep sparking interest, so the person you’re speaking with keeps asking you, “Tell me more…?”
If you’re not sure, simply go back to basics. People want to be seen, heard, and understood.
The want to overcome their challenges and achieve their dreams. And for all this to happen, these people MUST know, like, and trust you.
So ask them to share a story (of themselves, an experience, a success, a challenge, etc.)
Ask them questions. Ask them more. Take a breath.
And then share a relevant story, about you (or a client you’ve served, etc.)
Make sure to connect the dots from they’ve shared, to what you’re sharing with them.
When you do this, you create the cascade that gives this person an opportunity to know, like, and trust you… AND have their business or life impacted by who you are and what you offer.
Want to learn more?
Ben is hosting a WEBINAR on Dec. 6, 2018 at 5 pm PT
How I 7x'd My Income in 11 Months
[FREE Master Class for Women]
Discover How I 7x'd My Income in 11 Months - AND positioned myself as a UNIQUE THOUGHT LEADER - without sacrificing my authenticity, integrity, or soul.
Ben Gioia (“joya”) is 2X bestselling author and international speaker who’s positioned million dollar thought leaders, created a mindfulness video game, and inspires leadership that serves humanity. Ben is President of InfluenceWithAHeart.com and his teachings are used by more than 20,000 people worldwide. Ben shifted culture at a Fortune 100 company, launched one of the biggest magazines on Earth, and trains global business leaders at Stanford. Once upon a time, while trekking (and almost dying) in the mountains of South India, Ben received a gift: a fire inside to serve. So today he partners with entrepreneurs, thought leaders, consultants, and coaches to bring their vision, message, and impact to the world. INFLUENCE WITH A HEART, Ben’s second book, will show you how to be a better leader & communicator by using a unique mix of empathy, story, thought leadership, and mindfulness. His framework is proven, powerful, & practical… whether you’re face to face, online, onstage, or on the phone.