Elevator Pitch vs. Elevator Engagement
“What’s your Elevator Pitch?”
The Elevator Pitch may be one of the most powerful framing devices ever. By common definition, the Elevator Pitch means being prepared to cram as much about ourselves/our organization as we can in between floors one and three.
But, did you know that the world’s first elevator pitch involved Elisha Otis climbing on top of one of the first elevators and taking an axe to the cable, showing that the brakes would work?
When you think of it this way, it becomes much more an Elevator ENGAGEMENT than an Elevator PITCH.
If you have 60 seconds with someone on an elevator, to pitch yourself, your impact or organization, presumably the goal is to get the other person to say, “Hey, this sounds interesting. Let’s keep talking.” If that’s the goal then we should be asking ourselves, “What’s the best way to engage in a short time frame?”
You engage more in a short time frame by asking questions than you can by talking. Instead of spewing for 20-60 seconds, even if succinct, think about one great question you can ask of the other person to get them ENGAGED in a conversation.
I’m not throwing out the concept, but I do want to draw your attention to the difference between a one-way communication and a two-way communication. Focus on the two-way (engagement) and not the one-way (pitch.) Think about the difference between SAYING and ENGAGING.
When you’re with a prospect on a visit, by phone, leading a tour or on an elevator, are you SAYING or ENGAGING?
Read more about Power Questions here.