I just came back from a breakfast networking event. It was a small group, which made it all the more friendly and inviting. Since we were such a small group and clearly everyone was there to get ahead, we decided that we would interject suggestions as each of us gave our elevator pitch, to also get feedback. This was as intimidating as it was exciting. Most of us struggle with our elevator pitch. We've read articles, we've heard others, but what do we sound like?

And so, off we went around the room, introducing ourselves and then getting feedback from the others. This had two positive effects. We actually got an even more in-depth opportunity to 'explain' who we are and what we do giving others a chance to know us more deeply and we got great feedback on what we sound like so that we can improve. Now here is the real kicker... those giving feedback seem to have a more vested interest in the other's success. By turning it from what can you do for me? It turned it into 'how can you help me' and that was the beginning of relationship building. I never saw business cards exchanged with such enthusiasm and sincere statements of 'give me a call'.

What was the consistent suggestion? Begin at the End! Start off not with explaining the services or products you offer but with a statement of what customer's GET from you. Financial security, leads into your pipeline, effortless production, and then your company name. Think of it as a teaser that gets them to ask you 'and how do you do that?'

Start and the End for a better beginning. Refine your elevator pitch so that people you meet will be curious enough to ask and thereby reveal their needs. This lends itself to a more meaningful conversation and developing the relationship that turns prospects into clients.

Have some tips on making better elevator pitches? Please let us know as we would love to share them with our readers.