Unequaled

CHAPTER VIISELLING YOURSELF

When you work in a professional services firm, it is essential to have an elevator pitch—a synopsis of your business or role in a version that is short enough to fit in the time between floors in an elevator. An elevator pitch is extremely important for long-term success.

Imagine that it is 7:30 p.m. and you are in the elevator alone when the doors open and the head of your firm walks into the elevator. Are you going to take this opportunity to introduce yourself and impress the head of your firm, or are you going to demonstrate how well you can avoid eye contact by looking at your smartphone?

This is precisely why you need to have prepared an elevator pitch. It is just 25 words, or three sentences.

Your elevator pitch should:

• Be concise
• Be enthusiastic
• Clearly state your name and role
• Ask a question

Anyone should be able to understand your role after hearing your elevator pitch. Avoid buzzwords or jargon in your elevator pitch; they can confuse the listener and make you sound pompous. Do not say anything confidential in your elevator pitch. If you have time and your listener's attention, ask a question in order to gauge the listener's level of interest in the conversation. Based on the response to your question, you can further tailor your message.

If your elevator pitch is clear, concise, and appealing, it encourages the person you are speaking with to think about ways they might be able to work with you or promote what you do to others. Try practicing ...