Training Presentation
Preparing and Delivering
an Elevator Speech
Author
R.A. Dalton, MKMP, Master Facilitator
Training Standards
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Understand what an elevator speech is.
Understand why you need to an elevator speech.
Learn how to prepare an elevator speech.
Understand the Do’s and Don’t of elevator speeches.
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What is an elevator speech?
An ʹelevator speechʹ is a term taken from the early days of
the internet explosion when web development companies
needed venture capital. Finance firms were swamped with
applications for money and the companies that won the cash
were often those with a simple pitch. The best were those
that could explain a business proposition to the occupants of
an elevator in the time it took them to ride to their floor. In
other words, an elevator speech that worked was able to
describe and sell an idea in 30 seconds or less. Today, an
ʹelevator speech can be any kind of short speech that sells an
idea, promotes your business or markets you as an individual.
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Why do you need an elevator speech?
• An elevator speech is as essential as a business card. You
need to be able to say who you are, what you do, what
you are interested in doing and how you can be a
resource to your listeners.
• If you don't have an elevator speech, people won't know
what you really do.
• It is a major marketing and promotion tool in your efforts
to get senior leader buy-in!
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Example of a commercial elevator speech
“Working with over 500 of the UK’s leading business thinkers and achievers
– people just like you and me – we have developed a proven, structured
and highly flexible business change programme – called the Business Edge
programme. Its not rocket science. And it doesn't contain any glib answers.
But it does contain some of the most powerful questions you can ever ask
yourself. Questions that will help you to discover new ways to get your
business and life back under control. In other words, questions that will
help you to find that “better way” you've always wanted.”
For many more examples just go to Google.com and use the following three
keywords for your search: elevator speech example
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Example of a elevator speech on what
Knowledge Management is
“Knowledge Management is a structured
approach toward harnessing employee
experiential knowledge in order to give
your organization a major competitive
advantage in the marketplace.”
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Preparing your elevator speech
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KNOW YOUR AUDIENCE- Before writing any part of your elevator speech, research your audience. You will be much more
likely to succeed if your elevator speech is clearly targeted at the individuals you are speaking to. Having a ʹgenericʹ elevator
pitch is almost certain to fail.
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KNOW YOURSELF - Before you can convince anyone of your proposition you need to know exactly what it is. You need to
define precisely what you are offering, what problems you can solve and what benefits you bring to a prospective leader or
organization.
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OUTLINE YOUR TALK - start an outline of your material using bullet points. You don't need to add any detail at this stage;
simply write a few notes to help remind you of You can use the following questions to start your outline:
 Who am I?
 What do I offer?
 What problem is solved?
 What are the main contributions I can make?
 What should the listener do as a result of hearing this?
 What you really want to say. They don’t need to be complete sentences.
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FINALIZE YOUR SPEECH - Now that you have your outline of your material, you can finalize the speech. The key to doing this
is to expand on the notes you made by writing out each section in full. To help you do this, follow these guidelines:
 Take each note you made and write a sentence about it.
 Take each of the sentences and connect them together with additional phrases to make them flow.
 Go through what you have written and change any long words or jargon into everyday language.
 Go back through the re-written material and cut out unnecessary words.
 Finalize your speech by making sure it is no more than 90 words long if possible.
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Do’s and Don’t when it comes to elevator
speeches
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Do make your Elevator Speech sound effortless, conversational, and natural.
Do make it memorable and sincere. Open a window to your personality.
Do write and rewrite your speech, sharpening its focus and eliminating unnecessary words and awkward
constructions.
Do avoid an Elevator Speech that will leave the listener mentally asking "So what?“
Do consider including a compelling "hook," an intriguing aspect that will engage the listener, prompt
him or her to ask questions, and keep the conversation going.
Don't let your speech sound canned or stilted.
Do practice your speech. Experts disagree about whether you should memorize it, but you should know
your speech well enough so you express your key points without sounding as though the speech was
memorized. Let it become an organic part of you. Many experts suggest practicing in front of mirrors and
role-playing with friends.
Don't ramble. Familiarizing yourself as much as possible with your speech will help keep you from
getting off track.
Do be warm, friendly, confident, and enthusiastic. A smile is often the best way to show friendliness and
enthusiasm, while a strong, firm voice the best way to express confidence.
Do take it slowly. Don't rush through the speech, and do pause briefly between sentences. Breathe.
Courtesy of Quintessential Careers: Elevator Speech Do's and Don'ts by Katharine Hansen
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Do’s and Don’t when it comes to elevator
speeches (Continued)
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Do project your passion for what you do.
Do maintain eye contact with your listener.
Don't get bogged down with jargon or acronyms that your listener may not comprehend.
Do be prepared to wrap up earlier than you were planning if you see the listener's eyes glazing over or
interest waning.
Don't hesitate to develop different versions of your Elevator Speech for different situations and
audiences.
Do research the organization and incorporate that knowledge into your speech.
Do incorporate examples and stories to help support your points. Provide examples of successful
outcomes of deploying your skills. Stories make your speech memorable.
Don't focus just on yourself, an approach that will almost assure a "so what?" reaction.
Do focus on how you can benefit organizational personnel and leaders and help them solve their
problems. Remember as you deliver your Elevator Speech that the listener may be mentally asking,
"What's in it for me
Do use concrete, listener-friendly language, but at the same time, don't be afraid to paint vivid word
pictures.
Don't forget to update your speech as your situation changes.
Courtesy of Quintessential Careers: Elevator Speech Do's and Don'ts by Katharine Hansen
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Author of this training presentation and license for use
R.A. Dalton, MKMP, Master Facilitator
Office Phone (870) 365-7496 (Mon-Fri 9AM-4PM U.S. Central Time Zone)
Email: bob@rdalton.biz
Website: http://rdalton.biz
LinkedIn public profile: http://www.linkedin.com/pub/robertdalton/46/634/836
This PowerPoint presentation is released for use under the following license:
http://creativecommons.org/licenses/by-sa/3.0/
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