What is it that you do, exactly? The 30-Second Elevator … Annual Conference October 9-13, 2010 What is it that you do, exactly? The 30-Second Elevator Speech How to get known and

41st Annual Conference October 9-13, 2010

What is it that you do, exactly? The 30-Second Elevator Speech

How to get known and get the resources you need in 30 seconds

Suzanne Blake Senior Planner

James Lee Witt Associates URMIA Annual Conference

October 11, 2010

41st Annual Conference Bridging the Rivers of Risk

Meet Rosemary DePaolo • Seven strategic goals • Likes emergency drills • Favorite book: Good to

Great


Outline – The Elevator Speech

• What it is • Its purpose • Why you need one • How to develop it • How to present it • Workshop: Write your own Elevator Speech • Practice session


What is an Elevator Speech?


What is an Elevator Speech?

• From the days of internet start-ups • Clear, succinct, compelling, and very easy to

understand sound bite that describes who you are, what you do, and why your audience should care – 30 seconds, 80-90 words, 6-10 sentences – The time it takes to ride in an elevator

• Spotlights your (or your program’s) uniqueness


What is an Elevator Speech? (cont)

• Brief, sincere message to move people towards mutual goals

• Passion, precision, persuasiveness • Forward-thinking statement • Focuses on what you can do for the listener • Effective

– Can be used anywhere with anyone – Can lead to “next steps”


What is an Elevator Speech? (cont)

• Different versions of your elevator speech – Shorter – Longer – Follow up speech – Different audiences – When meeting someone for the first time – When updating someone on your program – When you have the opportunity to ask for

something – When someone says “Tell me about yourself.”


The purpose of an Elevator Speech


Purpose of the Elevator Speech

• Introduces yourself in a memorable fashion • Emphasizes the benefits you (or your

program/department) provide to the university • Shows your uniqueness • Promotes questions from your audience • Sets yourself apart from everyone else • Begins to build your relationship • Increases your influence


Why do you need an Elevator Speech?


Why have an Elevator Speech?

• Why have one prepared? – The term “risk management” or “risk manager”

means nothing to some people – Gets your senior administration excited about

what you do – Establishes your credibility and professionalism – Defines the value of what you offer – You may not have many chances to interact with

senior administration – use them wisely


Why have an Elevator Speech? (cont)

• Benefits for you: – Provides introspection about your contribution to

your university – Reminds you about your purpose, your path, your

goals – Can bring you new opportunities/resources


How to develop your Elevator Speech


How to develop your elevator speech

• Know your audience – Who are your senior administrators?

– What is important to them?

• Some examples: – “America’s most livable city.”

– “YES WE CAN”

– “Strengthening lives for purpose, service, and leadership.”

– “Protecting your investment in higher education.”

– “Branding Success”


How to develop your elevator speech (cont)

• General Dos: – Be attention-grabbing – Use concrete, interesting examples or stories and

impressive numbers – Use strong, powerful sentences – Make a positive impression – Choose words carefully and get right to the point – Focus on the differentiation between you and everyone

else at your university – SHOW YOUR PASSION


SHOW YOUR PASSION

• “Nothing great has been and nothing great can be accomplished without passion.” ~G.W.F. Hegel



• General Don’ts: – Don’t focus on yourself, focus on what you do and

why it is important – Don’t use jargon or acronyms – Don’t make it corny or insincere – Don’t ramble – Don’t include unnecessary details – Don’t feel like you have to have a “one size fits all”

elevator speech



• Break down of the elevator speech: – Begin with a hook – Describe who you are – Describe what you (or your program) offer – Describe how this relates

• What problem does this solve? What part of the university mission does this adhere to? How does this support the strategic and financial goals of the university?

• Use specific examples/stories – Describe the main contributions you or your program can

make to the university – End with a call for action



• If proposing an idea that needs resources, describe: – What you need (top priority)

– Why you/they need it. Why, why, why? How will this benefit the university?

– Measurable results: What results will it bring that are important to the senior administrator?



• Using the last slides as a guide: – Choose your audience and define your objective

– Outline your speech • Write quick bullets

• Write down everything that comes to mind

• Cut jargon, acronyms, and extraneous details



• Finalize your speech – Write a sentence for each significant bullet – Connect the sentences with phrases to make

everything flow – Read through – Cut out extraneous information – determine what is

absolutely essential to your message and cut the rest

– Make sure it begins with a hook and ends with a call for action



• Biggest challenge: making it short, succinct, and significant

• “I didn’t have time to write you a short letter, so I wrote you a long one” ~Mark Twain


Conducting your Elevator Speech


Conducting your Elevator Speech • Speech should be practiced but not memorized

– Sound natural, not rehearsed – Vary in pace, tone, and volume – Practice out loud – Practice for an audience

• Make it sound spontaneous and fresh • Energy in your voice and body language • Be confident (but not arrogant), sincere, engaging, warm,

enthusiastic • Project your passion • Clearly pronounce words • Smile


SMILE

• A smile confuses an approaching frown. ~Author Unknown • A smile is an inexpensive way to change your

looks. ~Charles Gordy • Everyone smiles in the same language. ~Author Unknown • A smile is the universal welcome. ~Max Eastman


Conducting your Elevator Speech (cont)

• Make it a concise, positive encounter • Maintain eye contact • Follow with natural conversation

– Be a good listener

– Ask questions

• If your first attempts do not work, revise your speech and try again


Workshop

• Choose your speech: – Introducing yourself to a senior administrator for the

first time

– You already know your senior administrator but have his/her undivided attention to let him/her know what you need

– You are going on a job interview

• Write your elevator speech!


Practice Session

• Volunteers?


Questions?


Welcome to URMIA’s 2010 Annual Conference

• Familiarize yourself with the emergency exits. • Silence all cell phones and cellular devices. • Your feedback is important to us. You will receive an e-mail

with a link to an online evaluation each day of the conference. Please help us continue to improve our conferences by providing your feedback!

• URMIA is going green. All of our handouts are available to conference attendees online at the conference website: www.urmia.org/annual/2010.

• You may also print handouts onsite at our internet café.

http://www.urmia.org/annual/2010

Documents

What is it that you do, exactly? The 30-Second Elevator … Annual Conference October 9-13, 2010 What is it that you do, exactly? The 30-Second Elevator Speech How to get known and