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The Elevator Speech

The Elevator Speech. The Elevator Speech. Is a tool used by job-seekers and for organizations and individuals with products and services to sell.

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The Elevator Speech

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  1. The Elevator Speech

  2. The Elevator Speech • Is a tool used by job-seekers and for organizations and individuals with products and services to sell. • Gives your audience the “who, what, and why” in about a minute – the length of time it takes to ride from the top to the bottom of a building in an elevator.

  3. The “Elevator Speech” is an effective tool that can be used in any number of situations: • events designed specifically for networking • casual networking opportunities we encounter nearly every day – the kids’ soccer games, plane flights, waiting in line to buy tickets, etc. • career or job fairs • cold calls to employers • cold calls to absent employers – leaving your Elevator Speech in the form of a voicemail message virtually guarantees the employer will call back • (Assuming your speech is sufficiently compelling, call after hours when you know for sure you will get the employer’s voicemail)

  4. The “Elevator Speech” is an effective tool that can be used in any number of situations: • Opportunities within your own company to talk with higher-ups, let them know you’re doing a great job, and position you for promotion • Job interviews, where the Elevator Speech can provide the answer to at least two common interview questions: “Tell me about yourself” and “Why should I hire you?”

  5. Outline your elevator speech using these questions: • Who am I? • What do I offer? • What problem is solved? • What are the main contributions I can make? • What should the listener do as a result of hearing this?

  6. Things to Remember… • Know your audience. • Employ a “You Attitude”. • Stress your benefit to the listener and touch on how you’re better than the competition.

  7. The Elevator Speech • This principle encompasses many names: “unique selling proposition”, “value proposition”, benefit statement, competitive advantage, deliverables, differentiation… • The bottom line is the same: what can you bring to the employer, and how can you do it better than anyone else?

  8. Know Yourself • Be sure to include: • key strengths • adjectives that describe you • a description of what you are trying to let others know about you • a statement of your interest in the company or industry the person (audience) represents

  9. Try to answer: • The listener’s unspoken question is: “Why should I do business with/hire you?”

  10. Sound Bites • Short, 15-30 second Elevator Speeches are referred to as “Sound Bites”. You would use your Sound Bite in situations where you are meeting a lot of people and probably not spending a great deal of time with any one of them. • The trick is to make your Sound Bite so intriguing that people will want to spend more time talking with you.

  11. Sound Bites • At its most basic level, the Sound Bite’s structure is: • Hi, my name is __________. I’m in the _________ field, and I’m looking to _______. • The last blank would be filled in with your current career aspiration, whether it is to stay within your field and move up or move into a different career.

  12. Sound Bites • A college student or new graduate might add the following to the basic structure: • Hi, my name is _________. I will be graduating/I just graduated from _________ with a (diploma/degree) in ___________. I’m looking to ____________.

  13. Sound Bites • You can stick with the Sound Bite’s basic structure and see where it takes you. It may not take you very far because it lacks two things: a “hook” and a request for action. • If you add an element of intrigue – a “hook”— by incorporating your ‘unique selling proposition’, the ensuing conversation has considerable potential.

  14. Example One • Networker 1: Hi, my name is Pat Southwick. I make dreams come true. • Networker 2: How do you do that? • Networker 1: I’m a wedding planner. I plan dream weddings for couples. I’ve been working for myself, but I’d like to get in with one of the big resorts that hosts weddings.

  15. Example Two • Networker 1: Hi, my name is Sam Watson. I’m responsible for this country’s future. • Networker 2: This I’ve got to hear about! • Networker 1: I’m a teacher! I love shaping the minds of the next generation, but I’m also interested in getting into corporate training.

  16. Now you try! • Who am I? (introduce yourself) • What business/field/industry am I in? (Identify yourself in terms of a job function or contribution. What do you do?) • What group of people do I service? (be specific – do you have a niche?) What position am I in? In what capacity do I serve? • What makes me different from the competition? (Develop a statement of the primary differentiation of yourself. The differentiation is the single most important thing that sets you apart from the competition.) • What benefits do my customers derive from my services? What benefits can employers derive from my skills based on my proven accomplishments?

  17. References • Hansen, Katharine. Fantastic Formulas for Composing Elevator Speeches. Retrieved February, 2, 2009, from: http://www.quintcareers.com/writing_elevator_speeches.html • Hansen, Katharine. The Elevator Speech is the Swiss Army Knife of Job-Search Tools. Retrieved February 2, 2009, from: http://www.quintcareers.com/writing_elevator_speeches.html

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