2 Elevator Speech Examples – One Works, the Other Doesn’t

Thu Sep 7, 2017

Jill Konrath

There are multitudes of ways to answer the question, “What do you do?”. Your answer has the power to make or break your opportunity elevatorwith a potential client.

Below are two different elevator speeches I’ve seen salespeople use: one method repels prospects, while the other entices them.

The Impresser: How to Repel Prospects

The Impresser wants to set himself apart from – no, above – others. His elevator speech sounds like this:

“I work with only the best companies in the industry. Elite Enterprises and SNOB are my biggest customers. I work closely with their CEO, Terry Gucci. I’m sure you’ve heard of her. We handle their COQS financial systems, specifically in the re-arbitration of the micro-funding from their international and intergalactic commercial markets.”

Impressed? You should be, because the Impresser goes to great lengths to ensure you understand just how important he is. Highfalutin words and industry-specific acronyms fill his elevator speech. Also, you’ll hear lots of name-dropping; well-known people and top-notch companies are part of the repertoire.

The trouble with the Impresser’s elevator speech is that it’s off-putting. Most people don’t like the implications of intellectual superiority or elitism. They’re intimidated by the big words and won’t ask questions that might make them look stupid. Again, another elevator speech that doesn’t deliver results.

The Attractor: How to Entice Prospects

The Attractor’s elevator speech is magnetic to the right listeners because it’s focused on their needs, issues and concerns. Here are several examples:

– “I work with people who are struggling to sell their products or services into large corporate accounts.”

– “I help small businesses win big contracts with large corporate customers.”

– “I help technology companies which struggle launching important new products into the market and want to improve their time-to-profitability.”

These are some of the different Attractor elevator speeches I have used. Each one of them has been successful for me. They all invite and stimulate further discussion – which is exactly what I want!

You can download my ebook, Attracting More Customers, to learn more about elevator speeches.

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About Jill Konrath

Jill Konrath is a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

View all posts by Jill Konrath