Your Elevator Speech: The Goal is Very Different. . .

"No Sweat Public Speaking! Goal_sG For Groups vs. Face-To-Face

An Elevator Speech has two distinct audiences .
1. Groups.
2. Individuals in a Face-To-Face Meeting.

Both have Time as a major consideration.

The Group Scenario usually goes like this:
You’re attending a business event, social function, or seminar. To get things going the leader often announces, “Before we get started, let’s go around the room. Stand up, tell us who you are and what you do. Give us your Elevator Speech!”

For Groups, the Goal is to give them information, they clearly understand, so they can decide if they want to know more. If “Yes”, they’ll buttonhole us during a break, or after the meeting, to answer their questions. If time or circumstances don’t permit, we’ll agree to connect, and set a mutually agreeable date and time to continue the conversation. Of course, they can always email or call us, at their convenience, after the event.

In the Group Scenario, without infringing on the time other presenters are allocated, we want to give an Elevator Speech that clearly tells attendees:

  • Who we are.
  • What we do.
  • Who is a prospect.
  • Something that gives us credibility and distinguishes us from others in our field.

The audience should be actively listening, as they want others to do when it is their turn to give an Elevator Speech. They should quickly be able to discern if the offering is for them, for someone they know, or not a fit.

Example:
I recently attended an event where several Elevator Speeches grabbed my attention.

  • One lady was an Event Planner. She specializes in corporate functions, a natural for me.
  • Two were Speakers, like myself, with different areas of expertise. They are the kind of people I always like to meet and share leads with.
  • Another person was a security consultant. My son is VP of a company that offers a unique 911 service that could provide financial opportunities for that person and my son’s company.

The Individual, Face-To-Face situation and Goal is different. This is especially true for those Networking Opportunities where we’re told, “Networking will be from 7:00 to 7:30. Then we’ll have our scheduled presentation.” If there are more people than minutes, and there usually are,  We don’t want to waste Major Time on Minor Possibilities!

We want to determine, as quickly as possible, whether the person we are speaking to has an interest in what we offer. If not, it’s time to quickly move on and find someone who does, or knows someone who might be a prospect.

We want to do the same as we listen to them. If their offering isn’t a fit for us, or someone we know, and we’ve already told them what we doit’s time to move on to someone else. I’m certain I’m not the only person who has “anchored” themselves to someone at an event and possibly lost out by not meeting more people.

This is why the Individual Face-To-Face Elevator Speech should be delivered By The Floor! If the person doing the talking doesn’t get verbal and/or non-verbal cues that there is an interest to know more – Stop and move on to another attendee.

The Ideal Conclusion for the Face-To-Face Elevator Speech is for the person to say, “Hold it. I’ve heard enough. We need what you offer. Here’s my card. Please give me a call tomorrow morning, before 10:00 AM and we’ll set a time and date where I can learn more.”

At that point, you both go on to meet other people.

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About the Author
Fred E. Miller is a speaker, a coach, and the author of the book,
“No Sweat Public Speaking!”
Businesses and individuals hire him because they want to improve their
Public Speaking and Presentation Skills.
They do this because we perceive really great speakers to be Experts.
Perception is reality, and we rather deal with Experts.

They also know:
Speaking Opportunities are Business Opportunities.
Speaking Opportunities are Career Opportunities.
Speaking Opportunities are Leadership Opportunities.

He shows them how to:
Develop, Practice, and Deliver ‘Knock Your Socks Off Presentations!’ with –
NO SWEAT!

Fred E. Miller
[email protected]
nosweatpublicspeaking.com
314-517-8772

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Comments

  1. Russ Henneberry

    This is a great way to think about it Fred. I often struggle with my “Group” elevator speech and it never dawned on me that there are different goals for the group and face to face elevator speech. Another golden nugget from Mr. Miller! Thanks!

  2. Post
    Author
    Fred E. Miller

    Realizing that everyone is not a prospect frees us to find those who need our products and services.

    Dis-Qualifying works!

    Thanks for visiting and your comment, Russ!

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