How to create and use your Elevator Speech

The elevator speech is a short statement and the answer to somebody asking you: "What do you do

?" It should be short and be able to be delivered in an elevator going from floor one to floor two. Its purpose is to create interest and the desire to find out more about you and your business.

Here is an example. If you are a Beauty Therapist using only products with natural ingredients your elevator speechcould be "Hi, I'm Lisa and I help my client's look and feel younger than they actually are" or "Hi, I'm Lisa and I help my clients avoid ill health from toxins in their daily life".

So how can you develop your elevator speech and what's most important about it?

The answer to "What do you do?"

The desired reaction for your elevator speech is either "Wow, can you tell me more?" or "How do you do that?" If anybody thinks: "So what!" instead, you need to make major changes.

Let's look at how Lisa could have answered the question: "What do you do?" Lisa could have said: "I'm a Beauty Therapist" (so what?), but Lisa said: "I help my clients look and feel younger than they actually are" (how do you do that?). The second answer created interest for more information and gives you the opportunity to ask for your prospect's details so you can contact them later and tell them more about your product and services.

It's very important that your elevator speech has a "hook" that gets your prospect interested in what you are doing. Another example. To the question: "What do you do?" an architect could answer: "I'm an architect" (so what?), or he could answer: "I help people live in their dream homes" and then pause and wait for the reaction. Or he could say "I help people live in their dream home without having to stretch their financial limits" (Wow, how do you do that?).

Can you see how the hook in the last answer creates real interest in talking to this architect further?

Always try to create your elevator speech with a hook. Make sure people have the desire to find out more about your products and services. Test your answer on friends and business colleagues until you know it works. Then practice your answer loud while driving your car or wherever you have an opportunity. The next time somebody asks you "what do you do?" your answer comes out naturally. And be prepared for the next question about how you do this or the request to tell them more. Don't say any more at this point, but ask for your prospect's details and follow up a day or two later to talk business.

More examples:

A sales person selling advertising space: "I help businesses get more customers through the door"

A computer sales & service business: "I help people make their computer their best friend"

A sales person for high quality cookware: "I help people reduce their monthly power bill month after month"

How to create and use your Elevator Speech

By: Julia

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