The Elevator Speech: Have One.

You have all heard the term before: “Elevator Speech”. It’s a thirty-second statement of what you do. But how many people actually have one? Few do. You can talk at length about what you do and what your competitive advantages may be, but an unprepared discussion requires a time commitment for both you and the listener and that is not always possible or desirable. A thirty-second rap is always acceptable and, if done correctly, leaves the recipient with exactly the information you want him to have, i.e., a specific statement about what you do.

You need a thirty-second or less, carefully worded statement that clearly tells someone what you do, engaging the listener in the process and begging the next question from him which may lead to hiring you/buying from you, or at least being interested enough to inquire further.

So, what does an “Elevator Speech” look like and how does it work? The speech must be mostly factual but intermingled with sales aspects and direction, leaving the listener with a direction to follow and with questions that bear looking into. It could end with an exchange of cards, a commitment to call, an exchange of email addresses or telephone numbers… some action that you can follow-up with.

Here is mine:

We focus on working out secured bank debt, SBA guaranteed debt or any debts a business may have that are preventing effective operations or possibly causing serious issues. Frequently, these are because of declining revenues in this down economy, but really, the reason is irrelevant. We then eliminate the underlying personal guaranties, never through a bankruptcy but purely via a business strategy. Our work results in our clients experiencing a second chance to emerge profitably and successfully. Give me a call so we can discuss how we can help you, or check out my website, Second WindConsultants.com. You will find it very interesting. Here is my card. May I have yours? Can I call you to discuss this further?

All delivered within 30 seconds.

Memorize your speech and change it at will but always be prepared with a specific statement that tells the listener what you do, why it may be beneficial to them, and possibly, what should occur next and what action should take place.