“You know,” he began, “there’s a whole bunch of people, right now, trying to work out the best way to describe themselves in 30 seconds or less. That’s Glenn Harrington’s formula for a compelling elevator speech – in an actual elevator. Glenn Harrington of Articulate Consultants Inc.Dozens of business people were rehearsing scenes like this in the hotel ballroom as I stepped into the elevator.”“Some are diligent and give their elevator speech often – at parties, at mixers, at work – but it feels artificial and does not result in much business. Perfect. Then I got the real thing.” The Compelling Elevator Speech is one of Harrington’s specialties through Articulate Consultants.” No rhymes.As the elevator doors opened and he began to step out, I asked for his card. Harrington: “Many people need coaching to get started, then to get it rolling naturally. As the elevator doors closed, he gave me a gentlemanly grin. He smiled a silent hello. “Rehearse and allow it to be natural. As the elevator doors opened, I stepped into an impromptu encounter with Glenn Harrington of Articulate Consultants Inc. They are investing their time and their hope in a great answer to that question. After naming three pains you relieve, make a benefit statement that positions you as the rescuer to people who suffer those woes.”That’s it. They want memorable content and convincing presentation, and they think that the results are going to be wonderful.” He told me, “Now you do know. I asked for it when the elevator stopped.” After that, you need some market intelligence (from listening to your customers), and the right attitude. I gave a pretty good elevator speech, answering with a convincing spin on my importance. As the elevator approached his floor, he spoke: “What do you do?” The table was turned. We just had an elevator conversation that resulted in me asking for his card.”“However,” he continues, “If you want to be asked for your card by a stranger after a self-introduction that lasts thirty seconds, then think of the people who learn from a good music teacher and practice diligently. Those people make lots of friends around the campfire.” In contrast, he cites people who never take their elevator speech beyond learning the concept.“You see,” he continued, “Most people never have that moment – the simple question plus the answer that they have rehearsed creating a new business relationship. They stick with it longer. No bombshells.” But some want a truly compelling elevator speech.“Hello,” I said with a smile.” The musician metaphor concludes: “They don’t flounder. He replied, “Does that matter to you?” I told him, “Yes; I want to know, please.) Then, I asked him the same question.“The truth is,” he continued, “a compelling elevator speech doesn’t sound especially eloquent or look like a flash of light. Not what people are rehearsing downstairs, though. Then, ask a question like, “Does that matter to you?” Simple.- Linda O’NeilYou can reach Glenn Harrington about a compelling elevator speech through . “What sort of simple question?” I followed. I did not know who he was. It’s plain talk about the problems you solve, plus a word about how you rescue people from those problems, followed by a simple question. I followed him out. As he gave it to me, I had an a-ha moment. Then, apply the formula for a compelling elevator speech, which is not about you.”But a Compelling Elevator Speech is a bit unconventional.”Harrington tells it straight: “There are thousands of people who find the traditional elevator speech valuable mainly as Freight Lifts a short-term exercise. (He later told me that he used the three-foot rule by asking me that. In fact, a compelling elevator speech isn’t about you at all. Perfect. Some virtuosos start out that way. “When they accept that it should not be about themselves, and they want strangers to ask for their business card, they can contact me for a little coaching. If that’s your approach, then maybe you’ll enjoy your instrument.So, if most people give up before they experience success with an elevator speech, why does Harrington champion the cause? He gives one of his metaphorical answers: “You can buy a musical instrument and a book of scales and get a few pointers from people who play.” He had already given me his card. Because that rarely happens, most stop paying attention for the opportunity. Having just come from the conference in the ballroom, where people were learning about elevator speeches, my RADAR was on.” I nodded.Harrington explains: “First, get past the expectation that you’re going to intrigue people into buying from you by talking about yourself. If they stick with it and allow – you should hear the smiles in their voices when they talk about the results.

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