Elevating your Elevator Pitch

When I think of an elevator pitch, I think of this scene from Elf - Buddy, being himself, maximizing the experience (and time) spent in an elevator with a stranger. His perspective is in stark contrast to almost every other adult who rides on an elevator. For him, the experience is wonderous, and his enthusiasm is unavoidable. The poor guy who happened to step into the elevator with him cannot believe his eyes, or his luck. And Buddy makes an impression! His elevator pitch (in elevators and on escalators, in revolving doors, to mall employees, et cetera) is consistent and heartfelt. It is clear to everyone he encounters that Buddy loves his job, the organization he works for and that he would love to get everyone he meets excited for his boss' impending visit as well! Buddy is also playing the fool - his childlike wonder and earnest enthusiasm in the film is meant to make the audience laugh - whether or not it actually gets us excited for Christmas.

When most people think of elevator pitches, I bet they feel more like the other guy in the elevator: off put, unenthusiastic and eager to get out of the elevator. It seems unnatural to converse easily and effectively with a stranger while riding in a box for less than a minute. So, why are elevator pitches important and how do we catch at least some of Buddy's enthusiasm for these random, brief opportunities? What do we do with them?

There are many articles out there that go over the technical aspects of an effective pitch - keep it brief, be clear about your company's mission, make it relevant. These are all valid and useful but I think the thing that many of us get hung up on is how to overcome the fear that we will look like Buddy the Elf. Nobody wants to play the fool when they are trying to pitch their company. So, in the spirit of the season, I offer these three tips for maximizing your elevator pitch.

(1) Look for opportunities. Not every elevator ride is an opportunity to launch into your pitch - and that's ok. Sometimes you are just riding on an elevator. But, if you tune into the people around you, you can pick up on cues that will provide a natural segue into your pitch. Maybe you are leaving a meeting, or walking into one, and the person next to you asks where you work - this one is obvious, but a perfect opportunity to let them know not only where you work but how your organization might be of value to them. There are many times when someone might casually ask you where you work or what you do, and these are great opportunities to try your elevator pitch out on someone who is anticipating an answer - make it a good one!

(2) Lead with Good Character. Maya Angelou famously said, "People will forget what you said, but they will remember how you made them feel." This is true in every aspect of life, and elevator pitches are no different. Remembering this axiom and practicing good listening, kindness and offering truthful responses will gain other's trust and provide future opportunities, sometimes even when you are not consciously pitching your company or services. Good character is memorable and ultimately that's the purpose of any elevator pitch.

(3) Smile! So much of every day life is stressful, negative and exhausting - between the news, traffic and weather many people are so weighed down with the negative, that receiving a smile from a stranger is jarring in a good way. Buddy had a point - his enthusiasm and wonder for Christmas, and his profession was contagious in the end. Letting people know we enjoy and believe in the efficacy of what we are doing can also be contagious and can start with a simple smile that can lead to an opportunity to share your company's mission with others.

The next time you are faced with an opportunity to share your company's mission with others, smile. Remember Buddy, and lead with your character. And the next time you are in an elevator, maybe just for fun - push all the buttons!