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Queen Schmooze
Elevator Pitches
Selling Your Skills
Michelle J. Iseman
October 19, 2010
Kanata Kareer Group
Queen Schmooze
2 queenschmooze.com Elevator Pitches ©
Agenda• What is an Elevator Pitch
• How long should it be
• Elements of pitch
• Elevator vs. sales pitch
• Target market audience
• Examples of bad pitches
• Practice
• QuestionsOctober 2010
Queen Schmooze
3queenschmooze.com Elevator Pitches ©
Elevator Pitch
• Short speech that sells
an idea
• Zone in on your target
• What’s in it for them
• Selling a product is the
SAME as selling a job seekers’ skills
• Tell them only what they NEED to know
October 2010
Queen Schmooze
4queenschmooze.com Elevator Pitches ©
Elevator Pitch
• Think about your audience
• Make it short and
sweet
• Go the extra mile
– make it worth their while
• Don’t add too much background stuff
• Offer a solution to their needOctober 2010
Queen Schmooze
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How Long Should It Be• Old rule – 30 to 60 sec.
• 21st century – 20 to 30 sec.
• Hook your audience
• Don’t repeat yourself
• PRACTICE all the time
• Don’t get caught off-guard
• Make it memorable and
effortlessOctober 2010
Queen Schmooze
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Length• Don’t rush it
• Take it slow but don’t
plod on and on
• Project your passion
• Develop different versions
for different audiences with core ideas
• Don’t forget to introduce yourself
• Ask a question that you can answerOctober 2010
Queen Schmooze
• Hook• Sell them on YOU • Clear title or profile• Establish credibility• Competitive advantage• What you can do for them http://www.youtube.com/watch?v=y1Y02_oZP8U
• No more than 100 words or 30 seconds• Eye contact• End with a question – resume or longer talk
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Elements of An Elevator Pitch
October 2010
Queen Schmooze
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What NOT to Put in Elevator Pitch• Jargon or buzz words• Rambling on and on• Hesitation• Focusing on YOU• Forgetting your audience• Past projects• Irrelevant info• Boring details• Know when to pitch• Personal details – family, hobbies, etc.
October 2010
Queen Schmooze
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Elevator vs. Sales Pitch• Elevator – short and sweet• Sales – longer, sweeten the deal• Elevator – solution you provide• Sales – company solution, investors, stakeholders• Elevator – your advantages• Sales – media presentation• Elevator – selling your profile• Sales – could be over dinner or a drink• Elevator – specific• Sales - generic
October 2010
Queen Schmooze
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Target Market Audience• Hiring Manager• HR personnel• Recruiter• Networking contact• Know your worth• Sell the solution that you
bring• Think like they do - employer with a problem (that you
can solve)• Know your Value Proposition or Unique Selling
Proposition
October 2010
Queen Schmooze
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Examples of Bad Pitches• I am a job seeker – do you have a job for me?• How much will you pay me?• My wife is nagging me to get a job• I just got back from a vacation to Cancun…• But I applied online and I didn’t hear back
from you• I don’t have the skills you want but I am a fast
learner – sure you are…• I have been fixing computers since the dawn of time – uh huh???• My last boss was riding me all the time so I…• What does your company do again????• And in my last job, I was responsible for the...and the…and the…
October 2010
Queen Schmooze
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Practice• In front of a mirror• Tell them who you are• Unique Selling Proposition• What you can do for them • Solutions person• Know your audience• ASK: resume or meeting• Profile – short and sweet • Try it now!
October 2010
Queen Schmooze
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Questions / Help• Michelle J. Iseman – aka Queen Schmooze• Email: [email protected]• Website: queenschmooze.com• Twitter: www.twitter.com/QueenSchmooze• LinkedIn: www.linkedin.com/in/michellejiseman• Job Seekers, Career Changers, and
Entrepreneurs – strategic planning for resumes, job search, the pitch, social media, recruiters, hidden job market, target market audience, value proposition
• When you want to STAND OUT in a crowdOctober 2010