The whole point is to connect. If you connect you move toward helping someone else. This happens because there is a sense of familiarity and trust. You cannot get that from a monologue! Listen up, you sleezy sales sharks (think the insurance salesman in Groundhog Day), because your blathering on and on to perfect strangers is a big problem. It hurts you, them, and the reputation of an elevator speech. So stop that!
Now for the rest of you, we are interested in using an elevator speech to lead to meaningful connections with others. Last time I suggested you think in terms of what you do, such as a need you solve, benefit you bring, etc. After you offer that to someone, you are looking to create a dialogue. One way to do this is to couch your elevator speech as a question. For example, "Did you ever wonder what areas of town are improving in value the fastest?" asks the real estate agent. "Have you seen all the fine print in online loans these days?" asks the mortgage broker. Both examples lead to a conversation. That is the real goal here.
You are prospecting them and they are prospecting you too. The faster you can get to the give-and-take of a conversation, the sooner you and they will hone in on where you two match up, if at all. Let's put to bed the old notion that as long as you are talking, you are selling. Take a breath and listen. Good luck!
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