The Elevator Speech and other things that scare me.

I first heard the term “elevator pitch” in 1985 when I was working at an advertising agency in Wichita, Kansas. I remember finding it amusing, since there weren’t a lot of opportunities to ride elevators in WIchita, and no buildings high enough to indulge in conversation beyond “which floor?” The idea of a sales pitch to a stranger unsettled me then, and I’ve had to really work to get over my discomfort with it even now.

I hate it when people ask me what I do. And I’m certainly not going to randomly bring up the subject on an elevator.

“Funny weather we’re having, Say! did I mention I can help your organization understand the keys to building better relationships so you and your people will prosper! How about those Diamondbacks!”

Relationship building is just that…building. You start with a foundation of mutual interest. I bet I could ride elevators for 10 years until I was actually on one with anyone who happened to have the capacity to hire me or the sincere desire to accept a business card. But when that desire is revealed….when you’re in close proximity to someone who may be THE person who would actually be interested and also have the authority to hire you…what do you do then?

Well, personally, I listen for awhile. While I do believe it’s important to be able to say what your business delivers in a succinct and interesting way, I much rather ask a few questions first. Then I can actually tailor the presentation of what I do to what how I may be able to help you. Which do you think sounds more beneficial?

Oh…and the help I deliver might have nothing to do with what I do. I might have listened well enough to know I have a colleague or a neighbor who delivers just the service that is needed. I might be the connector of the moment. It’s one of my favorite things to do. But you won’t hear that from me on an elevator.

More on relationships beyond the elevator coming later this week! Next we’ll talk about how the conversation gets started and how relationships can evolve. I’m going to ask some experts to help us and I hope to hear from you, too! Together, we’ll learn to plant some seeds from which good relationships will grow!

Elevator photo by gopaultech.com.

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