Rethinking the “Elevator Speech” – from the Build the Career You Deserve ezine
As you probably know, I am not a fan of the “elevator speech.” I agree with the concept of getting your message across quickly, succinctly and powerfully. Where this concept loses me (as well as most people receiving it) is that it isn’t tailored for the listener. This is particularly important in your job search, since there are a lot of “speeches” being pitched to hiring managers and you must differentiate yourself. In my opinion, taking a more solution based approach will do just that.
In past articles, I have talked about the importance of developing Your Solution. This is what you do best – maybe even better than anyone else. If you think about that skill set like a product, there are things it (you) does and doesn’t do. It only makes sense then to target hiring managers who are experiencing the pain and problems that Your Solution addresses.
So, instead of firing off a generic pitch with what you do, take a more pinpoint approach. Begin by asking 2-3 questions that identify if that hiring manager is experiencing problems that you can fix. The answers will either allow you to highlight your accomplishments and what you can do for their company or help you determine that it isn’t the right job for you. The former is just as important as the latter.
Taking this approach will narrow down your job search so you are focusing on real, qualified opportunities versus just trying to get any job. It allows you to start hunting with a rifle, not a shotgun. Ultimately, it will help pair you with a job that is not only a good fit, but where you can experience your greatest success.
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Good advice for consultants seeking to serve potential clients as well. Thanks Kevin.
A good and different perspective. I been hearing so much lately to get clients or jobs you need to be part of the solution. If you ask questions to find the other persons pain then you can tell them what you can do for them to relieve their pain/problem.
This is good advise for network markers and sale professionals. It is not what we are taught. To sell your solution without selling your soul.
Mary Rettig
New life story coach
I disagree with this strategy.
I walk into an elevator and see John Doe, and this is how the conversation goes after we introduce ourselves.
Me: What company are you with?
John Doe: Acme Inc.
Me: And what do you do?
JD: Before I tell you, what does your company do?
Me: (I tell him.)
JD: And what industries do you serve?
Me: (I tell him.)
At this point, I think that whatever he says has been tailored to fit my responses. It’s a little too slick. If it seems like it’s a perfect fit for me, I’m skeptical and wondering what he would have said had he answered the question right away.
I think it’s okay to have a few different elevator speeches depending on the audience, but I think asking a question or two before answering will backfire.
Just my opinion . . .
I completely agree! In my networking I have found that I usually have to tailor my elevator speech to the group and the purpose of the networking event. As a result, I have several speeches of varying lengths that go all the way down to a single introductory sentence.
I think your approach makes so much sense. Qualifying questions will help tailor what you say to your listener, demonstrate that you understand their situation & pitch your strengths. And, it will flow much more naturally than a canned speech. Great advice!
Elevator speeches must be “tailored” to the audience is clearly good counsel. I posit that all enterprises need employees who can:
Increase Revenues, Reduce Costs, Increase Productivity, and Increase Client/Customer satisfaction. Those needs may become the point of your targeted questions. Also, a question that often opens more conversation is “What is keeping you awake at night?”