Far too few of us take to heart the adage that we only get one
chance to make a first impression! Think about your reactions to those
that you come into contact with, and why you come away with a specific
first impression, or gut feeling about an individual. What specifically
either impresses you, or turns you off, how important is body language,
etc., and what aspects either make you feel comfortable and at ease, or
on the contrary, make you leary and ill at ease. We often get only a
very short interval when we first meet someone to both get to know
someone else, and to create a scenario where he wants to get to know us
better. Therefore, each of us need to feel comfortable with what is
commonly referred to as either our elevator speech or cocktail party pitch. This
refers to that short period where we first meet someone where we get an
opportunity to begin the bonding experience, and create that positive
first impression. In fact, while we refer to this as either a speech, or
a pitch, it should appear to be neither of those, but rather must
emphasize listening rather than speaking. These brief opportunities must
address these factors, including: 1. Does it motivate?; 2. Why should
someone remember you and consider doing business with you?; 3. Do you
listen first, empathize, and wait to be asked about yourself before you
begin to speak about yourself?; and, 4. Do you, in about 45 seconds or
less, motivate others, explain the answer to the "Why you?" question,
differentiate yourself, create an emotional connectional, and leave then
whetting their appetite and wanting to hear and know more about you?
Why should this concept of an elevator speech matter to those who are not involved in what they consider to be "sales"? One is, of course, that everyone either sells themselves, a product or a service. The other key reason is, that if you want to decide what real estate or financial professional, for example, to utilize, you need to listen carefully to see who can "sell you" on them, in just a few, brief moments, because if they can't gain your attention, how will they be able to impactfully represent you?
1. Why should anyone be attracted to you if you are not a motivating type of individual? Have you ever spoken to someone that you think of as "Milk Toast," and felt like you couldn't wait for the conversation to end? How will your elevator speech motivate others to want to hear and know more?
2. What makes you different or unique? What makes you memorable? Does your body language make you appear welcoming, do you maintain eye contact, and do you truly listen?
3. Although we have two ears and only one mouth, most people fail to spend at least twice as much time listening as speaking! It is important to remember that most people's favorite topic of conversation is themselves, and they will rarely get bored or tired of talking about themselves. Therefore, you must first listen carefully and effectively, must empathize (rather than simply showing sympathy), and wait patiently to say anything about yourself until the other party asks. In the vast majority of cases, when you follow this procedure, people will politely ask you about yourself. When that opportunity occurs, you must avoid cliches or stumbling, but rather be prepared with an effective and compelling elevator speech.
4. You only have about 45 seconds or less to either draw someone in and make them care, thus whetting their appetite, or losing their interest. This elevator speech must avoid being too technical or involved, while at the same time avoiding cliches and saying what everyone else says. It often is best to get right to the point, joke about what "everyone else" in your industry will say, and then get right to the point about how you are different (and hopefully better). This requires the combination of attitude, aptitude and self - confidence, as well as planning and preparation.
The quality of your elevator speech is often the difference in the level of your results. A good one will propel you upward and forward, while an unimpressive one often retards your growth and potential!
Why should this concept of an elevator speech matter to those who are not involved in what they consider to be "sales"? One is, of course, that everyone either sells themselves, a product or a service. The other key reason is, that if you want to decide what real estate or financial professional, for example, to utilize, you need to listen carefully to see who can "sell you" on them, in just a few, brief moments, because if they can't gain your attention, how will they be able to impactfully represent you?
1. Why should anyone be attracted to you if you are not a motivating type of individual? Have you ever spoken to someone that you think of as "Milk Toast," and felt like you couldn't wait for the conversation to end? How will your elevator speech motivate others to want to hear and know more?
2. What makes you different or unique? What makes you memorable? Does your body language make you appear welcoming, do you maintain eye contact, and do you truly listen?
3. Although we have two ears and only one mouth, most people fail to spend at least twice as much time listening as speaking! It is important to remember that most people's favorite topic of conversation is themselves, and they will rarely get bored or tired of talking about themselves. Therefore, you must first listen carefully and effectively, must empathize (rather than simply showing sympathy), and wait patiently to say anything about yourself until the other party asks. In the vast majority of cases, when you follow this procedure, people will politely ask you about yourself. When that opportunity occurs, you must avoid cliches or stumbling, but rather be prepared with an effective and compelling elevator speech.
4. You only have about 45 seconds or less to either draw someone in and make them care, thus whetting their appetite, or losing their interest. This elevator speech must avoid being too technical or involved, while at the same time avoiding cliches and saying what everyone else says. It often is best to get right to the point, joke about what "everyone else" in your industry will say, and then get right to the point about how you are different (and hopefully better). This requires the combination of attitude, aptitude and self - confidence, as well as planning and preparation.
The quality of your elevator speech is often the difference in the level of your results. A good one will propel you upward and forward, while an unimpressive one often retards your growth and potential!
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