Your elevator pitch

I love the TV series “West Wing.” I’ve actually watched it before, and now I’m watching it again. The script is superb; the acting, excellent. The wit and humor are so intelligently crafted, and the lessons one can learn from it are unparalleled. I may not exactly agree with all of their views, but a TV series like that indeed adds to one’s knowledge and learning.

But I cannot fully enjoy the series unless I put on subtitles so I can read the conversations taking place. Without the subtitles, I would miss out on the entire gist of their conversation. Because, really, one will be amazed at the speed of the characters’ interplay of words!

This made me think about how differently different people make conversation.

I have met many people who speak powerfully. And then there are some of those talented people who cannot express their thoughts and feelings clearly.

I do this little exercise during my leadership seminars called, “Delivering your elevator pitch”. The exercise goes like this: suppose you meet your client, your boss or someone really important inside an elevator and you only have less than 60 seconds to share something important. How would you sell your idea to the person, and or at very least get the person interested to hear you out? The thing of course is not to nag or pester him or her, but to communicate that what you have to say is very important for him to hear. So how do you say it?

Allow me to offer a few ideas:

1. FOCUS ON YOUR OBJECTIVE

What is it that you want? Do you want to have the budget approved? Do you want your proposal to be signed? Would you like to make an appointment for a presentation? Be focused on your objective. Don’t make idle talk and waste time. Be respectful, concise and direct. Do not beat around the bush as it usually frustrates the person who doesn’t have a lot of time anyway.

2. SHOW ENTHUSIASM

Enthusiasm is contagious; at the very least, it makes one noticeable. The person inside the elevator is usually pre-occupied with his own thoughts and wouldn’t be very attentive to his surroundings. You grab the person’s attention when you exude enthusiasm and excitement. Do not be overacting; do not be a phony. People despise that. Be sincere and genuine, but speak lively! Emphasize key issues and verbally put stresses on key words. And do not forget the following:

3. ENGAGE THE PERSON VISUALLY

Maintain eye contact with the person. It’s really hard to look away when your eyes are being engaged in a conversation as well. Also, use the person’s name often during your brief presentation.

4. PRESENT THE BENEFITS

Do not forget that almost every person’s favorite station everywhere in the world is still WIIFM - “What’s in it for me?” Try to identify a few benefits for the other person, but limit it to only a FEW, not a mouthful. People usually remember up to three items but would have difficulty remembering beyond five. The more personal you make these benefits to the person listening, the more convincing your argument will be.

5. WRAP IT UP

A good presentation, no matter how short, has a strong start and a strong finish. Make the close. End by asking for a commitment from the person to meet with you at another time so you can go into greater detail. If you have been respectful of their time, and clear and concise about your ideas, most people will agree to talk to you again.

If you are wondering how you could do all these in just a few seconds, watch the series again. See how the people of the West Wing do it.

Words are powerful. But how we use them or how we bungle them is the biggest difference between success and failure in communication. One last thing about verbal presentation: remember that the moment your words depart from your mouth, the words are no longer yours. So you have to be responsible and accountable for them.

Words are powerful. Just look at the Scriptures and see for yourself.

(Develop your leadership skills with Francis Kong this May 4-5 at the EDSA Shangri-La Hotel. Call Pam or Krisselle of Inspire Leadership Consultancy Inc. at 632-6872614 or 09178511115 for further details.)