Preface: “A word fitly spoken is like apples of gold in pictures of silver”.

 

Elevator  Speeches

 

An “elevator speech” is a persuasive précis that is designed to communicate effectively the value and worth of the products or services you provide in your business or profession. Every profession should have an elevator speech. Be prepared for opportunities to build your network and develop market share with an inviting “elevator speech” for those chance encounters. It’s likely your not riding back-up from a fire alarm…wherever you are….. the “elevator speech” is a 30 second commercial to earn that next sale, or locate that next deal for your the business.

A properly prepared “elevator speech” can promote your business today or in the future with a third-party endorsement of your product or service. An “elevator speech” should foremost enliven you. Your listener(s) may not currently have an application for your service or product, but if they recall your energized and articulate “elevator speech” at the right moment in the future, it’s the hidden nugget that can build your network and or develop market share for business.

What are the steps to build a powerful “elevator speech”? Firstly, make it colorfully memorable. Secondly, if opportune, make sure it invites the listener to experience your product or service.

For instance if you’re an accountant and someone asks you what you do, is this your “elevator speech”?

“I’m a tax accountant. Although my work is highly confidential, each day we work with entrepreneurs advising on tax and financials decisions that energize business activity. My specialty as a CPA is working on taxes for businesses  from real estate, manufacturing, and agriculture to construction and say all types of businesses.  Our clients receive the highest level of service. We do more than file tax returns and prepare financials statements. We connect with our clients during the year and proactively add value to our tax and accounting services by working for our clients beyond the billable time on the phone or in the conference room. We keep pace with their market segment and niche tax codes as well as accounting regulations. If you or someone in your network needs an accounting firm in the future that prioritizes integrity, professionalism, service, and someone who keeps financial positions confidential, here’s my business card……”.

Then if you want to be really memorable, and the elevator is slow, be prepared with the next step…….

“Have you heard the story about the CEO and CFO who were concealing millions of dollars of taxable revenue from the IRS? They thought they were so financially savvy the IRS would never discover the hidden tax revenues. This went on for several years, until they received an audit notice. After the IRS auditors spent a month reviewing the accounting records without finding one unusual transaction, they decided to conclude audit. On the last day of the audit, a fourth person came with the tax auditors with a suit pocket stuffed with Pentel rollerball pens. They all sat at the conference table, and the fourth person pulled from their attaché case, papers documenting every hidden transaction, penning big dollar sign sketches on each page with hidden tax revenues. Then they demanded tax payments of $4,000,000 immediately plus interest and penalties on the hidden revenue. The CEO said flabbergastedly, “You must have paid our tax accountants to find this.” “Wrong assumption” the forth person replied “I’m with the NSA”.

Prepare to promote your business in the future with one or multiple “elevator speeches” if you truly want to be prepared for the opportunities you encounter to maintain or develop market share. “A word fitly spoken is like apples of gold in pictures of silver”. When opportunity arrives, you will be prepared.