Forget the Elevator Speech and Remember Your Manners.
Being nice and polite is the real key to effective networking
I have been to more than a thousand networking events in my career, from meetings over coffee to large conventions, and there are few scenarios where you are restricted to only 60 seconds to grab someone’s attention. If you are in the rare situation where your conversation will be limited, if you dominate the discussion regurgitating your elevator speech, it is unlikely to make a favorable impression any way. Like a relic from a bygone era, the elevator speech has outlived its usefulness.
What never goes out of style is demonstrating good manners and pleasant, engaging conversational skills. Job seekers in particular will labor over their elevator speech, even taking seminars to learn how to memorize the perfect pitch. Unfortunately, what is often lacking is an unbiased perspective on how real-world networking plays out. I’m here to help.
Some things I’ve observed:
- Virtually no one gets an interview, an introduction, or a job due to an elevator speech. In fact, more professionals are harmed by their attempts at elevator speeches than helped.
- Job seekers are so nervous about having the perfect elevator speech it can paralyze them, making networking more difficult than it really is.
- Seldom are you in a situation where you only have 45-60 seconds to speak with someone. Even if you are, (in a line for example), being social will work better than a memorized pitch.
- Too often professionals lack basic manners, or conduct networking while they are angry or depressed over their job situation, and it comes through in their demeanor.
- Employed networkers often feel “assaulted” by job seekers, and many are trying to avoid functions that are known to attract unemployed attendees.
The best way to enjoy and maximize the ROI from networking events is to ask questions and engage in two-way conversations, while not appearing desperate. People want to help people they like, regardless of anything else. Having something in common and displaying a sense of humor will go further than pushing your agenda on them.
At appropriate times in the conversation, the information from your well-developed resume will provide the ammunition you need to expand on your value. Instead of one canned speech, you should have multiple brief examples of your successes that can be woven into a conversation when the situation naturally occurs. If the person you are talking to is intrigued, they will ask follow-up questions for more details. Make sure you understand social cues so you can modify your behavior if needed to keep people connected to you.
Networking is an invaluable career management tool, whether you use it to land a sale, learn about your industry, or find a new opportunity. Try to relax, focus on socializing, and remember to say “thank you.”
Common sense advice as usual August! Great post.
Thanks as always Fran!
Excellent advice, August! I’ve seen many clients freeze even in coaching with the elevator speech. Too much concentration on telling people what one thinks they want to hear. Just really listening and engaging is always better! Thanks for sharing your wisdom!
Listening and engaging is the key Barb, I’m sure your clients appreciate your wisdom also!
Practical, reality-based advice.
Thanks Karen!
Hi August,
I love your take on this. Good manners never go out of style.
It’s also good for a job seeker to be able to communicate what they’re looking for in a way that people who want to help them can help them. I call it having a 4-point job search mission statement. See here (http://bit.ly/altrFA) for more info. Unlike an elevator speech, the mission statement doesn’t sell, it simply states what the job seeker is looking for in a clear, succinct fashion.
Some times it’s appropriate to sell and sometimes people just want to know what a job seeker wants. People who can articulate what that is are more likely to get help than those who can’t.
Cheers,
Donna
Thanks Donna, and you are so right, job seekers need to know when to sell and when not.
Great post. I’ve always found the biggest gifts come from just being genuinely interested in people and a very good listener. Nine times out of ten, you will be asked what you do. And then it seems easier to respond naturally.
My sentiment exactly Karalyn. Thanks for stopping by.
Thanks for the post August! Recently, I regrettably forgot my manors, and made a netiquette blunder. It was an email elevator pitch the recipient was not expecting. Feeling embarrassed by my rudeness, I immediately followed it up with an apology, which was gratefully accepted. Next time, I will be more aware before I hit the send button.
Kudos to you Jennifer for stepping back and making it right. The send button has gotten us all in trouble at one time or another:-).
I love this article and I’m so glad to hear it come from someone in your profession. The elevator speech is one thing I have hated while in transition. It just feels so contrived. Nobody talks that way. You are right on the mark that it makes networking more difficult than it needs to be.
In my own personal situation I have a very diverse background and I worked for a company that, although once part of a larger well known company, is now a spin-off that few would be familiar with. Those are two very critcal elements that are very hard to cram into a few minutes of catch phrases and hype.
One final thing while I’m on a roll….it seems that no matter where I go I’m always one of the first ones called. No problem I’m not exactly shy. But I always follow whatever rules are laid out whether it is keep it to one minute, no titles etc. Invariably, by the time it works its way around the room I wind up listening to everyone else’s life history for ten minutes each!
Lou, I know what you mean about the groups that give you that one minute intro. I’ve been there, done that myself. Fortunately there is usually an informal opportunity after the intro’s, meeting, or speaker to connect in a more natural way. I know you shine then:-). Thanks for stopping by.
While I agree with your overall message, I would challenge one aspect of what you said:
“Virtually no one gets an interview, an introduction, or a job due to an elevator speech. ”
The reason for this is not that elevator speeches aren’t effective, It’s all of the other things you mention. My observation has been that 80% of elevator pitches are not very worthwhile, because even experienced business owners don’t understand what makes an effective pitch.
In my own case, I met someone for the first time at a conference in Montreal, gave him my little pitch (in a casual, confident, conversational way), and he immediately asked if I would like a consulting assignment. They weren’t in the market to hire someone (even a consultant), but I was describing a solution to a problem he faced. When I returned from the conference, I went into his office for a follow-up conversation, and walked out with a 6 figure consulting contract.
In another situation, an SVP with a bank who had just won an award who was going around to every table at the 600+ person awards dinner, to thank them for coming. He asked me what I do. I responded that “I help job seekers who are frustrated with their search.” He immediately asked for my card, and said he had 2 people he wanted to refer to me.
One key to an effective elevator pitch is not to focus on informing people, but on leaving the listener wanting to know more. And to reserve your full ‘30 second pitch’ for forums where everyone is expected to get up and talk about themselves. In other situations, a one line answer to “What do you do?” is much more effective…
For more on this topic, see:
http://www.jhacareers.com/The5Cs.htm
John
I so agree with the comments on civility and timing your calls for when you’re most positive and receptive.
Networking is a two-way street, so you should always be prepared to offer a tip or general assistance with
the issue that’s keeping them awake at night whenever possible, instead of just asking for/expecting their help.
Thanks for sharing!
Linda & John, you both bring up great points about elevator speeches – timing – conversational – effective – listening – offering advice. Thanks for the reinforcement and tips!
You have to have an “elevator” template not an “elevator” speech. You have to make it about them and thier needs not all that you have to offer. Asking questions first gets you this intormation.
Most conversations do last more than 60 seconds, but seldom you have more that 30 seconds to capture and hold a persons interest. You get that impression time by focusing on them.
Networking group meetings are NOT what Networking is all about when trying to land a job. One On One Networking meetings lead to a much more productive discussion leading to jobs. If you ever asked anyone if they knew a good Denist your networking. You don’t call it Netwroking but that is what it is, looking for advice and information. I have been teaching Networking for over 25 years and never taught anyone to use an elevator speach. The three main objectives of any networking meeting is to” Let the person know what your objectives are, to have them read your resume so they know about you techniqually and professionaly and most important is to come out of the meeting with at leadt 3 names of people that the person can give you as referrels.If you want some information on networking properly let me know. If your not having at least 5 networking meetings a week your cheating yourself and your family, if your married.