Elevator Pitch-Introducing “You” Greatbusinessplatforms.com Adapted fromTED Talk “The Elevator Pitch Is Out of Order” by Michelle Golden Nov 27, 2012 https://www.youtube.com/watch?v=2N03L6OaxeE Dr. CJG – Speech 1301

Typical Flow YOU What are you selling? (You, a product, a service, an idea) YOUR WORDS The features and benefits? (Values) THE PERSON (you are talking to) You answer questions, deflect arguments Missyward.com

Ancient Way: Storytelling Aim at your audience (Who is the person I’m talking to?) THE PERSON Who are they? (Ask open-ended questions) YOUR WORDS Aim your words to their interests and needs. Connect to them – what do you have in common? YOU What information about you is relevant for them to know? Old Way – Jump In about yourself – “IN Person SPAM” Socrates & Homer & Confucious Rather get to know person before bombarding with YOU Ask open-ended questions (Next page) Signatureagency.com

Ask Open-Ended Questions Where do you go to school? OR Where do you work? [NOT: What do you do?] What inspired you to attend school there—or work there? What do you like about what you do? What was it like when you started there? How do you approach ________? (This is something based on what they have told you.) These questions cast a light on the audience’s values and their way of thinking. It creates a context for conversation. Thing about how you might help them: Offer to introduce them to someone you know who could help them in school or their career. Offer to send them information that would support their work or interests.