Elevator Honesty

Love it or hate it, the elevator pitch is something everyone must have!

Recently, I was an honoree at the National Association of Women Business Owners' "Good to Great Roundtable" luncheon. The women at my table had specific questions on their minds, all related to communication and success as a female executive or business owner. The first question? "I know I need an elevator pitch, but I hate them! They always seem phoney or promise too much. I've never liked any of the scripted ones I've made. But I still need one!"

I loved grappling with her concern because the Elevator Pitch is one of our exercises at ImprovEdge, and is also featured in the Yes! Deck. An elevator pitch is an introduction that lets people know who you are, what you do, and why they should care in the same time it would take to ride the elevator a few stories up.

My elevator pitch is pretty consistent-I'm lucky to have improvisation in my business which is an immediate hook! "I'm Karen Hough with ImprovEdge. We create learning experiences, consulting and training using improvisation to teach business skills."

But yours can change from day to day. "I'm Susan Superwoman, and my company, Grill Master, makes you the King of Barbeque!" or "I'm Susan, and I work for Grill Master. I just got promoted and I'm so excited!" or "I'm Susan Superwoman, and Grill Master was a perfect fit for me-I got a job and finally learned how to throw a perfect backyard party!"

The key is to HAVE an elevator pitch. No matter what, you must be able to represent yourself and your company smoothly, clearly and in about 30 seconds. Practice different pitches . . . always on your feet and out loud. Then when the opportunity arises, you'll be ready and relaxed.

Maxey's Keys to Networking

It's a new year and time to expand your horizons, right? How? Attend a networking event alone where you don't know anybody! Sound stimulating or terrifying? Well, that's just what I did recently-a breakfast networking event sponsored by a convention bureau at a downtown nightclub venue. The two-hour event included a hearty brunch buffet, mimosas, coffee, and a sampling of the club's musical entertainment. Different from most events I attend . . . I was intrigued by how people navigated it.

As you might expect, the event was heavily attended by hospitality, restaurant and convention suppliers-a fairly young and mostly fashion-forward female crowd of about 130 people. Here's what I noticed the best networkers were doing:

Keys to networking a large crowd when you're alone

• Wear something upbeat and professional that you feel great in.
• Bring out the actor in you and smile, stand straight and look confident even if you aren't
• Avoid the alcoholic choice, especially at 8 AM in the morning!
• Even though food abounds, don't get encumbered by large plates and drinks. Select a small plate with easy-to-eat food.
• Don't stay with the group you work with and came with, especially if you were funded to attend with company dollars.
• Use the food line for networking too; it's not wasted time!
• Ask questions of your conversation partner first.
• If you have information that will help your conversation partner, provide it ASAP
• Find a way to link what you do to what the person you're meeting does.
• Return to the buffet or bar to meet new people.
• Be ready to provide a 30-second statement of how you connect to the event-your common ground

One networker who impressed me was a young painting contractor named Paul who specialized in murals. As several of us stood around a high cocktail type table munching brunch, Paul walked up and introduced himself with a bright smile. Now his business didn't necessarily fit the hospitality draw of the event, but you'd never know it. After introductions, he stated clearly his specialty (painting and murals) and one woman immediately asked for his card.

When he spoke with me, I admired his ability to ask questions about my work as opposed to talking about his. He asked how I connected with clients and if I was on Linked In. When I said I was, he suggested an online resource that gives tips on Linked In connections in 20 minutes-for free. Even though Paul and I "didn't fit" the demographics of the general crowd, we were able to share valuable information. I then gave him the name of my realtor who refers painting contractors. We both promptly wrote these resources on our cards.

During my conversation with Paul I noted that the four at our table were all staff members of the convention bureau sponsoring the event-the very people who should have been mixing and mingling! I wondered what the boss would think if she knew her marketing dollars for four employees were being spent this way.

I have long believed in the "Ya Never Know" theory-that no matter where you go, the right people are in the room, somewhere. Thank you, Paul, for proving my theory to be true!

To Meet or Not to Meet?

Has your company or organization made the decision in recent months to reduce travel and cancel meetings or training events to save money? That certain was the trend in 2009 . . . after companies which took bailout money continued to meet at exclusive golf resorts and the media declared the 'political incorrectness' of holding corporate get-togethers at upscale hotels and destinations like Las Vegas, numerous events were relocated or down-sized, if not canceled outright.

After all the early outcries and brouhaha, many have now started to realize that there was another side to that coin. Slowly individuals have seen that the knee-jerk reaction to stop travel, networking, meeting, and training was not well thought out. We could discuss the financial loss to the hospitality industry-thousands are employed by the properties that house the 4.4 hotel rooms in the U.S., not to mention all those who are involved in the many auxiliary services which support travel and meetings. But that is not the focus of this post. We're discussing the impact that companies and organizations face because of policies that reduce or eliminate travel and meetings.

Just this past week, Fred Cook, CEO of GolinHarris, an international public relations firm shared his thoughts on the subject. His colleagues were understanding and accepting of the decision to cancel an annual management meeting and training programs. But eventually in late 2009, his company reinstated an important meeting with managers from around the world and the result was eye-opening to Fred.

He recently wrote, "Of course, our meeting was filled with important presentations and provocative breakout sessions, but the real value was people spending one-on-one time with each other, sharing stories about the challenges and opportunities of working with individual clients in specific markets. Like in physics, the interaction between different entities creates energy. Based on the response of the attendees, I am confident this meeting will pay for itself 10 times over in the business opportunities it generates, and not to mention, the improved morale of our team members . . . Training faced a similar fate. When raises are scarce and bonuses in doubt, it is hard to justify the expense of convening staff in one location for the simple purpose of learning. So like many others, we postponed [a] training session . . . which I now believe was short-sighted. In a culture where people are the highest priority, it's not a good idea to postpone investing in their future. There may be some people on staff who would prefer the cash over the training, but most people under the age of 30 are more interested in building their careers than in a few extra dollars in their paychecks. Will we lose any future stars because we canceled their training? Probably not. But we did lose out on an opportunity to demonstrate the strength of our commitment to them even during tough times."

I believe in vicariously learning (the University of Hard Knocks takes a real toll on most of us), so I'm sharing Fred's observations. Hopefully 2010 will be a better year on numerous fronts and for a wide variety of reasons-not the least of which is that American businesses will focus on needed training and continuous improvement, and the meetings industry becomes more profitably.

Moving on . . .

It's hard to believe that 2009, with its occasional peaks and all too frequent valleys, is history!  The year will be remembered for many things:  highlights, challenges, broken barriers, and economic struggles.  But the calendar has turned and a new year has arrived.  With the new year, hope and anticipation come alive. 

ES is excited about 2010.  If you haven't yet checked out our new speakers, please do so.  We have some outstanding experts that have been added to our website . . . and more to come. Just as important as the great speakers we offer, we are mindful of our clients' needs and budget constrainers. 

Check us out.  You've find well-known "stars" of the speakers platform, as well as fresh faces and voices.  Topics covered by our speakers are the tried-and-true that impact business continually, as well as the latest trends and hot topics.  Most importantly, you won't have to a waded through countless celebrities and big-ticket performers here.  We focus on spekaers with fees between $3,000 and $25,000 . . . speakers who have a proven track record.

Let Esparza Speakers be your newest busienss partner in 2010.  Call us today to discuss your upcoming speaker and trainer needs.

Do We Really Need to Go All the Way to the Top?

A couple of weeks ago, I was in Warm Springs, Virginia, a wonderful little town nestled in the Allegheny Mountains, enjoying a much needed getaway with my wife. Feeling a little restless we decided to take advantage of the beautiful vistas surrounding us. We were encouraged by some friends to visit Ingalis Overlook. They said there was a "short" trail that led to the top of the mountain and, should we take it, we would be rewarded with the most spectacular view in the region.

Since it was so clear, despite the freezing temperatures, we decided that we did not want to settle for just the good view. We wanted the best view! Though a bit of a steep climb the first few minutes were delightful, but soon the cold air and high altitude began to take its toll. Lungs burning and heart racing we came to a clearing that had a good view, and I began to think, "I like good views best."

I knew that Lea was cold and tired, "Do we really need to go all the way to the top?" (We missed the sign that said 2.4 miles to the top and back.) "Should we just turn back now?" It was at this point, that where we were willing to settle for what was good, that we had an unexpected surprise, we saw another couple walking toward us. And, you guessed it, they were descending after experiencing the view at the top.

We greeted each other and through a short conversation we quickly discovered numerous connections. We had graduated from the same college and knew some of the same people. As we ended our conversation, they strongly encouraged us to keep going to the top. "It will be worth it," they said, "you won't regret the effort!" So with renewed resolve we kept climbing the mountain. We finally made it to the top and discovered that, in deed, it was worth the effort. The view was breathtaking. It really was the best!

As I trekked back down the mountain, I began to reflect on how much like life this little adventure was.  Three things stood out to me.

There is a really good reason why we need to invite others to hold us accountable to our goals.  Why?  Because when you are in pain your goals want to change!  I wanted to reach the top, but when things became challenging and painful, my thoughts headed downhill.  My negative thinking was giving me permission to quit.  Therefore, we have to be careful to guard our thoughts, and make them work for us and not against us.

We need encouragement along the way.  No matter how strong and independent we think are, when we are tired and in pain, a word of encouragement is needed. It is especially empowering from someone who has been there before us.  It may be a quick conversation from an acquaintance or the sustained relationship of a coach, but we need others and their encouragement.

Perseverance always pays off!  I am absolutely convinced that as the saying goes, "The good is often the worst enemy of the best."  Too often I am willing to settle for what is good because I am not wililng to persevere through the challenge and pain.  I quit too soon.  But if we will not give up on our goal to experience the best, we will be rewarded with a life full of vistas that few others have ever seen.

Rolfe is an engaging and inspiring business speaker, to learn more about him and the programs he offers check out this page on this website.