How to Perfect an Elevator Pitch About Yourself

--Reprinted from the Harvard Business Review May 2009

You're in the elevator with the hiring manager of Dream-Job Corporation. As the door slides shut, you feel a combination of adrenaline and slight nausea: you've got 15 seconds, if that, to communicate your value as a potential employee in a compelling way — just 15 seconds to cram in a whole resume's worth of work and accomplishments and late nights and successes. There's so much you want to say, but your message has got to be crisp, tailored, to-the-point. Handle this one right, and you'll be the newest member of the Dream-Job team. Flub it up, and you're back to scanning listings on Monster.com. What are you supposed to say?

Here are the five key things to know and do in order to make your elevator pitch successful:

• Practice, practice, practice. Very few people have the oratorical power to make compelling 15-second speech about their entire professional lives on demand and under pressure. Practice your speech 100 times — literally. Know it, get comfortable with it, be able to tilt it effectively for a different audience. Practice your body language with it: how will you give the speech differently sitting down vs while walking down a hall? How will it be different over the phone vs in person?

• Focus on impact. Two weeks ago, 60 Minutes aired a segment set at a white-collar job fair. One of the interviewees, a laid-off Wall Street secretary, looked straight into the camera and said, with total conviction, "I can make any boss shine." I wanted to hire her on the spot. Who doesn't want to shine? Describing the impact you've had, and can continue to have, is much more compelling than talking about your number of years of experience.

• Ditch the cultural baggage. A lot of us have been taught — by parents, teachers, or team-oriented corporate environments — not to toot our own horns, and to use "we" instead of "I". Elevator pitches are all about "I". You've got to get comfortable with bragging about your own individual contributions (in a graceful way).

• Be slow and steady. Whether out of nervousness or a desire to cram in a lot of information, people giving elevator speeches tend to talk at breakneck pace — which is extremely off-putting to potential employers. Speak at a pace that shows your calm and confidence. You want them to think of you as thoughtful and deliberate — not as some manic babbler.

• See the whole world as an elevator. Too many people looking for jobs save their elevator speeches for job fairs and interviews. Remember the first rule of sales: ABC (Always Be Closing). Give your elevator speech to everyone — at family gatherings, in the waiting room of the dentist, at coffee hour at your church or temple. You never know where the next job is coming from.

How do you pitch yourself to prospective employers? What advice do you have for other people doing the same? What works — and what doesn't?

Try this networking tip at the next Chamber event

PHOTO:
Chamber Board members and Ambassadors donned eye patchs and played pirate at a recent BOB to help you find networking treasure!
Kevin Tompkins, McLaren Health Center; Tammy Ullyart, Four Seasons ChemDry and Jason T. Ryan, Vision Fuel Media.


Clarkston Area Chamber of Commerce offers several well-attended networking events throughout the year like Business Over Breakfast, Luncheon Mixers, Women in Business, Oakland Chamber Network After Hours, Chamber Golf Classic and the Annual Business EXPO.

Networking can sometimes be a commonly awkward experience, so check out this networking tip from etiquette expert Cynthia Lett. (via Tulsa Chamber of Commerce).

If two people are deep in conversation, rather than interrupting, wait for one of them to turn toward the room. Then make eye contact and introduce yourself. He should introduce you to the other person, but if not, do it yourself. Repeat your full name which the other person may not have caught. Later, if you’re stuck in a conversation you’d like to end, try: “I know you want to meet others, and I’m glad we had the chance to speak. I wish you well with your project.”

Put Lett’s tip to the test by inviting clients, co-workers, customers and clients to a Chamber networking event.

Who's on your board of advisors?

PHOTO: Oakland County Sheriff Mike Bouchard and Clarkston Area Chamber of Commerce President Johnna Struck at a recent Chamber luncheon mixer.



Who do you go to when looking for business, professional or even personal advice?
For many Chamber members, it's a circle of friends they've cultivated over time that are people whose opinions they value and expertise they trust. Friends who have expertise and knowledge that compliments your own.

Today's marketing buzz is focused on Social Media and how through Social Media you can develop relationships with peers around the world who can help mentor, advise and entertain you.

That cornerstone relationship building art has its roots in face to face meetings long before the advent of email, Twitter, Facebook and Linked In.

Many people still go "old school" with social marketing. There are many networking events available where you can meet real people, in real time. These luncheons, breakfasts and after hour events are hosted by Chambers of Commerce, service clubs, (eg: Rotary, Optimist, Lions etc.) and networking groups. These are comfortable events where you meet new people, get to know them and begin to trust the areas of their expertise.

I've been with Clarkston Area Chamber for over 13 years. During that time I've seen many members go to each other for referrals, information, inspiration, tips and tactics. When looking for ways to reduce overhead, hire better staff, reinvent marketing tactics--our members turn to each other for advice. When purchasing a new home, thinking about a motorcycle, planning a vacation--you'll see members seek out information, input, tips, and suggestions from other Chamber members.

Think about your Go-to Rolodex of support. Your I.T. team, banker, marketing advisors, your CPA, financial planner, attorney, physician, chiropractor, dentist, vet, massage therapist, plumber, electrician, gym, rehabilitation therapist--are most of them Chamber members? Are they people you met through the Chamber? Where they referred to you by another Chamber member?

Your go-to team is a board of advisors--YOUR personal board of advisors.

The Chamber can help you find just the right people to help you manage, grow, promote and build your business. The Chamber can also provide you with, fun, social and effective opportunities to stay in touch.

With over three networking events a month at our Chamber there's plenty of opportunity to connect and keep in touch. While we also participate heavily in Twitter, Linked In and Facebook--we know that nothing really quite beats good old fashioned face to face networking.

Get involved

PHOTO: Social Media Bootcamp engages chamber members in learning more ways to grow their businesses, build relationships and stay connected.

SEATED: Carol Peters and Kelley Hinsperger, LaFontaine Automotive Group; Maureen Murphy Boyd.

STANDING: Jason T. Ryan and David Benjamin

It doesn't matter how or why you get involved. The important thing is that you are involved.

Business in 2010 is about relationships. That may not be unique for 2010, but it is definately true.

Relationships are about being involved.

Being involved is a coming together to work effectively, coordinating our efforts despite differences.

Review your current relationships and think about the new ones you will build this year with these simple principles in mind:

1. View everyone in positive terms.
Everyone you meet is a possible resource, some unexpectedly so. Treat others with dignity and respect. Take care with judgmental and negative opinions, your new acquaintance is listening to what you say and do.

2. Build trust
Your leads list and new contacts are the seeds you're planting. Business will eventually come from those seeds. To encourage growth, you need to nurture those seeds. Building trust is like adding nutrients to the field.
Do what you say you're going to do.
Don't over promise
Care about the other person--not just your business connection with them.
You can show you care by remembering important events, details, celebrations in their lives. Showing you remember demonstrates that you care.

3. Value the Process-not just the results
Being involved, cultivating relationships, building your business network takes time. It will seem many times longer if you don't learn to value the process, as well as the results.
When you think about it, it's the relationships, shared experiences, joys and sorrows that are most meaningful in our lives.

When I walk/ran my first marathon, the 11 months of training and 26.1 miles before we caught site of the finish line were more rewarding than that brief moment at the finish banner. The journey is a treasure in and of itself.

4. Invest for the long term
Some feel it would be nice if all you had to do was collect 100 business cards and get 100 contracts--Bam!
Being involved is a long term investment. Not something you do for a month or two (or a year) and then forget about. Long term strategies result in more solid growth. Long term strategies are more stable and less vulnerable to economic blips.

2010 is a new slate. You have the moment today to choose the goals you'd like to achieve. You have the moment--right now--to do something that steers you towards those goals.

Get involved. Attend a networking function. Join a committee. Volunteer. And I'm not just talking about Chamber activities here--GET INVOLVED where ever you are. Join in. Attend. Pull your chair up to the table.

2010 will be what WE make of it.

New member orientations

This morning we completed another of our New Member Orientations and I continue to be impressed at the caliber of businesses joining our Chamber and bringing their time, talent and expertise to help strengthen our local economy.

What takes place at a new member orientation?

We start by learning about facilitated networking, a key way that our Chamber increases the meaninful connections you'll make at our events. Just introducing yourself and your business is basic. We want to learn more about each other so that we build relationships, not just a pile of business cards.

Facilitated networking activities are often disguised as fun and games. You'll find common elements in the variety of facilitated networking activities we do. The goal is to convey information, learn something new about the other person that helps you remember who they are the next time you meet them. Facilitated networking activities help build relationships that are built on trust and mutual interests.

When I hear members laughing while they're doing a faciliated networking activity, I know we've done our job. When you laugh with another person, you bond.

Following the faciliated networking activity (which can take 15-20 minutes) Teri Robinson and I will go through some of the values your Chamber membership offers. Starting with a form that will help you write down your business and marketing goals, we take turns showcasing how to network in the Chamber, how to market, what promotional things are free, what are nominal cost. We take the mystery out of "Where do I begin?" and give you insider tips on what's coming up.

During the orientation we also hear from an Ambassador and a member of the Board of Directors. This morning we were honored to have Johnna Struck, Chamber President and Deb Gordinier, Chamber Ambassador join us in welcoming our new members.

If you missed your new member orientation, or joined prior to when we started offering these events you are still eligible to attend. Contact Teri Robinson at the Chamber office and find out when the next one will be held--and jump on in.

New member orientations are the best way to maximize your membership!

SEE MORE PHOTOS on the Chamber's Facebook Fan Page.

60 Useful Minutes--a programming concept

Throughout the year, I collect information from other Chambers and organizations, looking for ideas that may fit the interest and needs of our Chamber. The idea file is very thick. There are a LOT of great ideas out there.

This one, is intriguing and I'm interested in hearing your thoughts on 60 Useful Minutes.

What is 60 Useful Minutes?

How about revving up on a Friday instead of winding down? End your week on a high with 60 really useful minutes hosted by Clarkston Area Chamber.

Once a month (or twice a month or weekly), a member company will be presenting a practical workshop - against the clock - for business owners and managers who will take away six practical tips which can be implemented immediately, to improve their business.

We’re not serving breakfast or canapés, just invaluable business advice in 60 really useful minutes! Starting promptly at 9.00am every Friday morning, we promise to get you out by 10am, ready to tackle your day.


That's the idea in a nutshell.

The purpose of this type of event is to compliment our current programming:
BOBs (Business Over Breakfast) are monthly quick facilitated networking events.
Luncheon Mixers are monthly relaxed networking and updates on local government planning, economic forecasts and business development in and coming to our community.
Women in Business are a series of 4 events January-April that inspirational and educational networking events.
BullsEye Small Business Conference is an annual 1/2 day educational conference in partnership with other Chambers.

I'm looking for programming that offers our Chamber members:

• Opportunities to present
• A chance to share your knowledge and expertise with other members
• An opporutnity to increase your strategic referral network and expose you to a larger customer base
• It's an opportunity for members to develop leadership and public speaking skills.

What do you think? Is this something you would be interested in attending? Is it something you would be interested in presenting at? You can leave your comments on this blog or email Penny@clarkston.org