The phrase “elevator speech” is probably familiar, though you may not know its origin. The term comes from the challenge of creating a clear and persuasive pitch for your dream prospect in the time it takes to go from the main floor of a building to the top.
The elevator speech is a communications mainstay for those who already have a job. At Burns & McDonnell, we help our employee-owners develop their own personal versions. But did you know it’s equally important for job seekers to develop a great elevator pitch?
The First Eight Seconds
Think about the places job seekers interact with potential employers. Often, you’re trying to set yourself apart from the crowd at a career fair or networking event. The Harvard Business Review contends the first eight seconds are key, and I’m inclined to agree. At a busy career fair, a college recruiter has just 30 seconds to spend with each prospect. If you make those seconds count, you’re likely to earn a follow-up.
Talking about yourself seems as if it should be easy, yet it’s one of the most difficult skills to master. There is no single “right” elevator speech — just the one that’s right for you. Everyone has a different story to tell. With these tips and a lot of practice, you can develop a pitch that sets you apart.
Tips for a Solid Elevator Speech
- Don’t be afraid to share your enthusiasm. This is not the time to play it cool. Recruiters are looking for people with passion and drive, who want to change the world through work. Whether you are just out of school or a 20-year industry veteran, let your enthusiasm shine.
- Share what makes you different. If your elevator speech would sound just fine coming out of someone else’s mouth, you’re doing it wrong. Find time for one sentence that’s true to only you. Perhaps you found your career interest when you took apart your family laptop as a third grader. Maybe your life goal is to find a solution for the energy crisis. Speaking to an individual experience helps recruiters relate to you personally.
- Know your audience. Every company prizes a different skill set, so each recruiter is looking for a different package. Do your research on your top prospective employers so you can tailor your elevator speech to make it relevant to them. For instance, because Burns & McDonnell is a consulting engineering firm, we’re looking for people with passion, relationship-building abilities and strong communication skills in addition to technical prowess.
- Keep it simple. An elevator speech is a concise verbal resume. Carve away extraneous information until you find the clearest way to say what you want to do and what you bring to the table. You want your pitch to be easy for anyone to understand, so eliminate professional jargon and complicated tech talk. We appreciate people who love their work so much they geek out about the details, but the pitch is not the right time for that level of discussion.
- Read verbal and nonverbal cues. Look for social cues throughout your speech. Is your audience losing interest? Would they rather ask you a question or share a story of their own? Make adjustments on the fly to respond to their goals. Remember, your goal is not to get through the entire pitch without interruption; it’s to forge a brief — but authentic — connection.
- Know when to stop. By keeping your elevator speech short, you’re more likely to invite questions. And it gives you more time to ask a question or two of your own. People love to talk about themselves. What’s more likely to start a business relationship: a canned speech followed by a quick thanks, or a brief intro that leads to true dialogue?
- Practice, then practice some more. It can be awkward to talk about yourself. The best way to overcome your unease is to practice. Start in front of a mirror, and then graduate to sharing your story with family, friends and — finally — strangers. Get in the habit of making minor modifications every time.
If I met you in an elevator right now, what would you say? Do you have any tips for constructing an elevator speech? We’d love to hear your ideas and about your real-life experiences. Start a conversation — or practice your pitch — in the comments.
Lauren Bertram is a recruitment manager for Burns & McDonnell. She heads up our college recruiting team and oversees our K-12 and intern programs. If you want to learn more about our educational outreach, intern program or working at Burns & McDonnell, connect with Lauren on LinkedIn.
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