I’m always amazed at how the simplest, most basic things can be SO critical and important. Like when someone comes up to you and says, tell me about you, or your company? And who better to speak about you than you? NOT…If you ask me some of my best referrals have been from other people who are a reference for me and can wax eloquently about what I do. Which brings me to the subject of today’s blog, the infamous elevator pitch. I know…everyone is always talking about it and sometimes the phrase seems overused, but I don’t think the reality of the importance of an elevator pitch is overstated. It seems straightforward, but how well does your personal elevator pitch roll off your tongue, especially when you aren’t prepared for the question?
I was very impressed when I received a cold call from a candidate I didn’t know. He left me a voice message that was so compelling I called him back, even though his skills weren’t in our target market. I just had to tell him how perfect his elevator pitch was. So, what impressed me? His message was clear, concise, and complete. It was everything I needed to know. Here’s the message (with the names and data changed):
This is Jim Smith and I was referred to you by my friend, Sally Jones. I am now looking for a new position and I need to determine if you recruit and do placements for a [insert appropriate position types] with 20 years of background in silicon valley. I am currently leaving a VP position at a small company [insert company name here, if appropriate] in Campbell that develops and manufactures subsensors. I also have medical product development experience and have interest in clean/green tech. Please give me a call to do a brief screen to see if I am a candidate who should begin to work with you. My cell phone number is xxx-xxx-xxxx and my home number is xxx-xxx-xxxx.
If everyone left a voice message, or sent an email like this to people in their network, recruiters and adapted it to hiring managers they would increase their successful “contact ratio”. Even though STRe doesn’t recruit for positions in “Jim Smith’s” area of expertise, we connected and realized that his brother-in-law and I worked together years ago and Jim is definitely someone I will refer if I learn of any appropriate opportunities.
Here are a couple of links to articles and clips I’ve reviewed recently on elevator pitches. Remember, tailor them to your audience, don’t oversell, and be sharp, concise and crisp. And practice, practice, practice.
Harvard Business Review
Wall Street Journal