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Sneak Peek inside Small Message, Big Impact: The Elevator Speech Effect –Concept Introduction

Posted August 12, 2012 by Terri Sjodin in Archive, Book Launch, Sales Presentations, Small Message Big Impact, The Elevator Speech, Training and Development

You’re in the airport waiting for a flight, burning time by checking your BlackBerry or iPhone and reading the paper. You just want to get home. Then you catch a glimpse of the CEO of a company you have wanted to meet with for weeks. He’s standing against the wall, also waiting for his flight. Your flight! Hmmm, wouldn’t it be great if you were seated next to him? Should you walk over? What would you say? You don’t want to be intrusive, but gosh, it’s a great opportunity to talk with him and introduce yourself. There’s no secretary to screen you out. All you have to do is walk over and hand him your card.

Your pulse quickens and your mind races. What will I say? you ask yourself. I’ll leave him alone. You decide he doesn’t want to be bugged. Then, over the loudspeaker, you hear first- class passengers invited to board the plane. He is gone, and so is your shot.

Bummer. Stop. Rewind. Let’s play that again with a new ending.

You’re in the airport waiting for a flight, burning time by checking your BlackBerry or iPhone and reading the paper. Then you catch a glimpse of the CEO of a company you have wanted to meet with for weeks. He’s standing against the wall, also waiting for his flight. Your flight! Hmmm.

This time you are calm, cool, and collected. Like Frank Sinatra, you casually stroll over and stand next to him and strike up a conversation. There is a bit of pressure, but you can calmly control the pace and your nerves. Yes, it is true you are running short on time, and you know that they will call the first- class passengers to board soon, but you are careful to not be too aggressive (“Don’t scare the bunny!”). At just the right moment, you gracefully transition into your setup, introduce yourself, and share your elevator speech in a relaxed and conversational manner. He is amused and intrigued.

Wouldn’t it be great if you were seated next to him? You’re not. But that’s okay. You don’t want to be intrusive, so you wait to see if he shows any interest or asks a question. When he does, you ask for an opportunity to follow up and set up an appointment for a future date that could be more convenient. He pauses and reaches for his card. You hand him yours and wrap it up, gracefully transitioning back to a casual conversation and wishing him a nice flight. Beautiful. Clean. Professional. Classy.

You follow up appropriately after you get home and back to work. He agrees to a phone conversation, and you set up an appointment. The Elevator Speech Effect is in motion and many possibilities await you. I think you will agree that this scenario has a much better ending— or should I say beginning?

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