| There are people who believe that a great elevator | | | | one critical way: It’s not about you at all.formula |
| speech needs to be delivered with enthusiasm. They | | | | for a compelling elevator speech A compelling |
| would like everybody on the elevator to hear it and | | | | elevator speech communicates: • Who you are |
| be moved. That is why many rehearse their elevator | | | | (name with or without title or organization). • |
| speech to deliver with passion an exciting answer to | | | | Three problems you solve described emotionally (e.g. |
| the question, “What do you do?” | | | | fear, frustration, aggravation, worry). • That you |
| In truth, the stirring performance that you rehearse | | | | solve such problems (positioning you as a rescuer). |
| for a traditional elevator speech might impress your | | | | • A hook question (e.g. “Is that important to |
| spouse, and it might earn a ribbon at a Toastmasters | | | | you?”)example of a compelling elevator speech |
| meeting; yet, a compelling elevator speech – one | | | | Jeannette would be wiser to say something like this: |
| that compels strangers to ask for your business card | | | | “You know, a lot of companies in this area are |
| – is best whispered.the traditional elevator speech | | | | having quite a tough time finding good people to hire. |
| Here are good examples of the traditional elevator | | | | Then, it can be frustrating to keep a good team |
| speech: • Jeff says, “I work with people who | | | | together. Of course, letting people go can cause lost |
| want to accumulate wealth by investing in | | | | sleep, too. As a certified Human Resources |
| undervalued stocks.” • Brenda says, “I | | | | Consultant, I help to make life easier for senior |
| help couples to furnish and decorate their new homes | | | | managers. Can you relate to that?” For greater |
| in a style that’s all their own.” • Jeanette | | | | impact, she should lower her voice as if she’s |
| says, “I work with growing companies that need | | | | sharing something confidential.why whisper A |
| to find talented people so that they can continue | | | | compelling elevator speech is best delivered in hushed |
| growing and become more successful.” | | | | tones for two reasons: 1. You should whisper |
| Each of these elevator speech examples calls for | | | | because a truly compelling elevator speech focuses |
| impassioned delivery – with a smile, with zest. | | | | on the problems you solve for people – |
| Because of that, Brenda could go on with examples | | | | described empathetically in emotional terns. It’s |
| of the exciting work she does as an interior designer | | | | not polite to talk out loud about your clients’ |
| and decorator. | | | | head scratching or nail biting. Emotional empathy |
| The enthusiasm that makes a traditional elevator | | | | positions you as respectful and credible. Whispering |
| speech effective also requires self control to keep it | | | | shows that. 2. People pay more attention when you |
| brief. This is not the only challenge with a traditional | | | | whisper – especially in contrast, when they |
| elevator speech.the question-answer trap There are | | | | expect you to announce grandly what you do and |
| several basic problems with the traditional elevator | | | | talk about yourself.sample elevator speech There are |
| speech. The first is to answer the question | | | | thousands of people toiling away on their elevator |
| “What do you do?” succinctly. Like Brenda, | | | | speech right now. They’re trying hard to |
| many would like much longer than 30 seconds to | | | | describe their work briefly so that people will |
| describe themselves and their work. | | | | understand what sets them apart. They’re |
| The main problem, though, is that most people just | | | | earnestly rehearsing in front of mirrors. They’re |
| don’t want to hear others talk about themselves | | | | anxiously waiting for somebody to ask that trigger |
| – especially if it sounds rehearsed. That is why | | | | question, “What do you do?” As an elevator |
| most people seldom ask, “What do you do?” | | | | speech coach, I take away that pressure. Would that |
| That’s also why many who develop a stimulating | | | | be meaningful to you? |
| elevator speech seldom get to use it. There is a | | | | If you want strangers to ask for your business card |
| simple solution to these problems. | | | | after 30 seconds, and you can accept that a |
| Don’t talk about yourself. A Compelling Elevator | | | | compelling elevator speech is not about you, then |
| Speech differs from a traditional elevator speech in | | | | use this formula – and say it with a whisper. |