The Elevator Speech: How to get someone’s attention

One of the first things we’re told in the business world is that we must have an elevator speech – in short, a speech explaining our product or service during the time it takes to ride an elevator.
We’re rarely told, however, what an elevator speech should entail or how to create one.
The problem is, most short “speeches” are just that. Speeches. One way, often boring, communication. As Andy Rooney famously said, “Keep in mind that you’re more interested in what you have to say than anyone else.”
What really makes a good elevator speech is two way communication that engages your audience from the start. The best way to start a conversation is to ask a question that leads to your product or service. “Have you ever thought about…? “ “Would you like to improve your…?” “Do you care about…?” Then be prepared to compellingly and confidently describe your product or service so that what you want to get across is crystal clear.
As motivational speaker Sam Horn says, “Statements bore. Questions make us want to hear more.” Keep that in mind the next time you craft your elevator speech.

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