I don’t believe in elevator speeches, but I do believe in using the right language. If you can talk about your business in 30 seconds, you might need to rethink your language. Now while you might be able to engage somebody in 30 seconds, you’re not likely going to be able to convey the full scope of what you do, or truly tell them anything about it.
These are different ways you can convey what you do and the impact you have. Here’s the language I’d encourage you to use:
I am/we are _________________
We provide__________________
Our focus is on _______________
Our typical results are __________
Paint a picture:
‘I have been described as’
‘Many clients call us when …’
‘If you are experiencing ‘X’ we do ‘Y’
If the description of your business doesn’t include the client or the prospect, you’re probably using the wrong explanation.
If you have a pain point, this is what we do.
If you have a downturn in sales, this is what we do.
If you have terrible graphics on your website, this is what we do.
If you have no traffic on your phone, this is what we do.
If you speak in front of people and are uncomfortable, this is what we do.
Identify what that pain point might be, or that they have already conveyed, and share what you do with them. Networking and meeting prospective clients is not the opportunity to share your menu; it’s your opportunity to tell them how you’ll show up in their lives.
And then set up a first meeting with them so you can effectively communicate the full scope of the impact you can make in their business. That’s how you can get your ‘elevator speech’ working for you.
I’d love to hear how you talk about your business at a networking event, and what has and hasn’t worked for you.