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Daily Nuggets: A For Impact Blog

Elevator Pitch vs. Elevator Engagement


“What’s your elevator pitch?”

You have 60 seconds with someone on an elevator. How do you pitch your company, product or organization? What do you say in that short time? Presumably the goal is to get the other person to say, “Hey, this sounds interesting. Let’s keep talking.”

If that’s the goal, and if you only have a short time frame, let’s change the question to: “What’s the best way to engage in a short time frame?”

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 would ask one question then tell a quick story (10 seconds) based on the answer to that question. You engage more in a short time frame by asking questions.

The elevator pitch may be one of the most powerful framing devices ever. I’m not throwing out the concept… I just 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?