Here's a simple, proven method for getting the
right people to approach you with the
right kinds of leads
When you meet someone at a networking event, one of two things happens:
- They instantly forget you
- They immediately start looking for great opportunities for you
The only difference: how you talk about what you do.
"I gave my new 30-Second Elevator Pitch at a networking event the other night, and two people approached me afterwards to invite me to do a presentation for their company. Thanks for your help!”
But I don't like talking about myself
A lot of people spend hours (or years) struggling to talk about what they do in a way that doesn't sound salesy or braggy.
In a minute I'll show you how it only takes one hour to come up with an Elevator Pitch that's fun to say, easy to memorize, and sounds like you.
Networking seemed like a huge waste of time
I'm Andrew Winig, and when I started business networking many years ago, it seemed like a huge waste of time.
I would talk to lots of people and occasionally was even given the chance to stand up and share my "elevator pitch" with the group. But nobody seemed to pay attention and time after time I found myself wondering why these events felt so unnatural.
I spent seven years joining dozens of networking groups and attending hundreds of networking events
I made thousands of follow up calls from stacks of business cards I'd collected.
The whole process was both uncomfortable and unproductive.
Worst of all, few of these experiences ever led to real leads, much less actual client work.
The Insight: One Simple Question
Then one day, sitting at a conference room table at the Cambridge Chamber of Commerce, instead of giving our usual Elevator Pitch our facilitator had us answer a question.
One simple question.
It's easy to answer.
It's fun to talk about.
It instantly differentiates you from any current or future competitor.
I learn more about the people sitting around the table that day than I had in the previous three years of twice a month listening to their traditional Elevator Pitch.
After that day, the group took off. Trust increased. Introductions and new members came pouring in. And those relationships are still going strong. I still work with many of those people. I hire them. They hire me, and we call each other with great opportunities for each other.
All from a simple change in how we describe what we do.
“I was at a networking event the other night. It wasn’t a great event, but I was sitting next to a business coach who now wants to meet with me to learn how I can help her clients. Then I was talking to someone in the hall who knows someone who’s a perfect referral for me. It works!”
— Anne Pouch
- "I don't want to limit my options"
- "I need to cast a broad net"
- "But that's not the only thing I do..."
I know, I know.
We've been convinced that we don't want to leave anything out.
That if we are too specific, we'll turn people off and people won't appreciate the full scope of what we can do.
Just one tiny little problem.
That's completely BACKWARDS.
An Example: Specifics Start Conversations
Here's a before and after example:
"I help companies sell products in international markets"
But what do you mean by products? Are you working with snow globes, or clothing, or oil, or heavy machinery, or...
What do you mean by international? Are you selling in Canada? France? China? Africa? ...
What do you mean by help? Do you open up new markets? Do you run advertising campaigns? Are you a product manager? Do you handle shipping? Do you...
As you can see, this statement opens up more questions than it answers.
And contrary to popular belief, people will NOT ask you questions.
I know. I've tried. Say something like that and people will nod and smile and hustle away from you.
But, what happens when we make it more specific:
"I help companies customize software for non-English speaking countries"
Now we're getting somewhere.
"We need to do an install in China. Can you help with that?"
"We're actually shipping hardware to Iran. Does that count?"
People are not able to see how general things apply to them.
But give them specifics, and they'll tell you specifics about what they're facing.
And that starts great conversations!
One More Example
This client was having trouble figuring out what she wanted for a job.
"I am a finance professional"
That could mean she does anything from running the cash register to being a CFO to analyzing stock trades.
But we don't know, so it was impossible to help her.
The instant she was more specific, she got a lead to a perfect position for her:
"I run finance operations for non-profits"
Here, in her words, is what happened a few days later:
"Andy, I [used] a short version of my speech last night - and was referred to a non-profit that just lost a key person in operational finance. All this time I thought my network wasn't helping me because I built it while I was not working. It may well be that I simply wasn't [speaking to] that network correctly." -- Chris Williams
Think about it:
- There are hundreds of networking events every day
- There are dozens of networking groups meeting within 10 miles of your office
- You run into people every day at the grocery store, little league field, and at lunch
- People are everywhere
But there's a specific science about starting productive business conversations. I'm going to teach you that.
Why should I learn from Andy?
- People pay me hundreds of dollars an hour to help them with their Elevator Pitch...and it works.
- I bring in many new clients through my referral network (without ever asking for referrals).
- To this day, my business network provides a steady stream of opportunities for both my businesses.
- I built one business completely through referral - no advertising ever.
- I will juggle flaming swords (just seeing if you're paying attention) ;-)
- I've done hundreds of individual consultations with people, so I know what to focus on with different people.
- I've seen all kinds of techniques done in the business netwokring world...and know which ones usually work, and which ones usually fail
...but mainly I'm a great person to learn from because I've written lots of Elevator Pitches that attract real leads that turn into paying clients.
Here are some nice things people have said about working with me (which I didn't pay them to say):
"I participated in Andy's Elevator Pitch Workshop, and was very pleased with the insights and hands-on help he offered. He listened to my concerns, where I thought my message was failing to connect, and was able to combine some creative wordsmithing with his understanding of the subtleties of the art of conversation and networking. There is a solid structure to his method, but I am most impressed with how he was able to adapt that structure to my particular case." -- Rob Gilmore
"When I first began working with Andy, I was terrified of networking – as an introvert, I found it difficult to enter a room full of strangers and break into conversations. came to understand and embrace networking in a completely different way. My focus shifted away from “selling” and towards getting to know people for the long term. I was amazed at how much more relaxed and open I was able to be, how much more natural the conversations became and how I actually looked forward to networking events!" -- Liz Reczek
"OK Andy, this sounds cool, but how much is it going to cost me??"
If you've never been to a networking event, this isn't for you.
If you feel uncomfortable at networking events...THIS IS FOR YOU
If you want people to call you with leads for you...THIS IS FOR YOU
If you're a sales person who's tired of cold calling...THIS IS FOR YOU
If you're already business networking and your results suck...THIS IS DEFINITELY FOR YOU
If you talk to just ONE person a day, that’s 30 new people a month.
Imagine you use an Elevator Pitch that inspires just 1/10th of those people to send you a lead. That's THREE extra potential clients per month from not working very hard.
And considering most people aren’t even making money off their business networking, THIS IS HUGE.
Still to this day my entire business is built around my Elevator Pitch:
I did the work upfront, and let my referral network do the rest.
Look at the numbers for this business networking stuff.
You met 10 people at a networking event last night...what do you think would NORMALLY happen with a traditional Elevator Pitch??
Your business card gets tossed in the trash which is actually ok because they were never going to randomly think of you anyway.
And even if you did send them a follow up (or two) it wouldn't be enough to jog their memory because they wouldn't be sure what you did anyway.
……..GRAB THEIR ATTENTION, STRENGTHEN THE RELATIONSHIP, AND INSPIRE THEM TO CALL YOU all with just four well-crafted sentences.
These people will pay attention to you.
These people will learn something about you.
These people will clearly understand what you do
These people will keep you in mind.
These people will likely CALL YOU WITH LEADS.
Oh…..and how much extra work did you do to get these people on your side?? ZERO.
Because the Elevator Pitch did all the work!!!!!!!!!!!!!!!!!!!!!!!
So now you'll be making sales because you were memorable in a way that inspires them to think of you when they discover a great opportunity for you!!
This is one of the simplest yet most effective ways to market yourself
So…..how do you learn this for yourself?
Well…..I have created something that will teach you a new skill you can apply to any business you go in FOREVER:
The Elevator Pitch Workshop!
Here are the details of the Elevator Pitch Workshop:
Immediately when you join, you’ll get access to a self-paced course that will teach you all my tricks and tips about the Elevator Pitch. BUT……that’s just the beginning!
By the end of this Workshop you will have a scientifically designed Elevator Pitch for yourself. Guaranteed.
That’s because this is going to be a real Workshop...not just a self-paced course you may-or-may-not use.
I’m gonna help you with everything including:
- The concepts and mindsets to know when writing your Elevator Pitch.
- Exactly WHAT to say first to grab their attention.
- How to “start conversations” with multiple people at once (crucial part).
- How to NOT to cause people's eyes to glaze over.
- My findings on the best events to attend / people to meet.
- Examples of great Elevator Pitches in different industries.
- Methods to come up with even better ways to start conversations.
- Getting your whole Elevator Pitch written, memorized, and live at your next networking event.
You’ll get access to me for help, plus you’ll have “Classmates” who are making their Elevator Pitches right alongside you. This part is my favorite, because you’re not alone. Your Classmates will give you ideas & feedback, as well as me. We’ll be like one big Elevator Pitch family in the class!
——If you’re part of the Workshop, you get into our private “Classroom” ——-
Inside the Class you get the self guided "30-Second Elevator Pitch" Course. You can watch this at your own pace.
Some people are totally noobies, some people are more advanced, so this part is self paced. But don’t worry, I made these videos fun and easy to watch (You pay me not for LONG videos, but for editing out all the boring stuff).
Here are the steps we’ll be taking to get your very own Elevator Pitch up and running in 1 week flat:
Step 1: Log in to your account
You'll learn how to set up your Elevator Pitch, learn psychological concepts on how to be memorable (without being braggy or brash), and at any time you can write your first draft and post it on the private discussion board.
Step 2: I go through your Elevator Pitch and edit it and make suggestions
That's right! During this 1-week course I sit at my computer for hours a day personally reviewing each person's Elevator Pitch. The goal is to MAKE YOU GOOD at writing an Elevator Pitch that grabs people's attention and makes them eager to learn more.
Step 3: Join live calls for ideas, examples, and Q&A.
February 28 at 3pm Eastern live 90 minute call where I take you step by step through writing a 30-Second Elevator Pitch. Join us for live coaching on your Elevator Pitch and to learn best practices and how to avoid common pitfalls.
March 2 at 3pm Eastern live Q&A. I'll answer questions about your specific Elevator Pitch plus offer live coaching.
Step 4: By the end of the workshop you'll have a 30-Second Elevator Pitch that's designed to attract leads.
Not only that, but you'll have this skill inside you for LIFE. It's not just a one-time thing you do. You'll be able to replicate this and apply it to any business you ever get into.
It's a permanent addition to your marketing arsenal.
Some more things we’ll be doing in the Elevator Pitch Workshop:
- We’ll be planning out a Call to Action...designed to make people stay in touch.
- We’ll find what makes you unique, so you don't sound the same as everyone else at the event.
- You’re going to write your Elevator Pitch in a very specific way. We’re NOT going to be braggy. We’re NOT gonna scare people away by saying BUY MY STUFF. Different businesses can have different types of Elevator Pitches. We will go through all of the templates.
- In your success story the magic starts happening! This is where we will craft your Elevator Pitch to subtly let people know who would make a great referral for you. We do NOT ask outright for referrals. Ever. Instead we use techniques so they think of us at the right time.
- We’ll show you how to condense your years of experience into 4 sentences that start conversations. This is like a cheat-sheet of great Elevator Pitches you’ll have forever. After you’re done with this course you’ll NEVER have a problem attending networking events again.
BY THE END OF THIS WORKSHOP, I 100% GUARANTEE YOU’LL HAVE AN ELEVATOR PITCH YOUR EXCITED TO USE, NO MATTER WHAT INDUSTRY YOU’RE IN.
If you’re already cold call selling (or sending out resumes), this is how you can start to transition to a "people call you" approach to finding opportunities.
I will hold office hours. In our own private webinar you’ll be able to ask questions….and even more valuable, be able to see what OTHER people ask.
- Having trouble coming up with what to write? Ask me I’ll help.
- Have a question on the best way to end an Elevator Pitch? Ask me I’ll help.
- Think people are already tired of hearing your Elevator Pitch? Ask me I’ll help.
- Have a question on how to position it? Ask me I’ll help.
Here’s the timeline of when this will all be going down:
Monday. Cart Closes
Members join the private Classroom
Tuesday, 3pm Eastern
Live 90 minute Elevator Pitch Workshop Webinar
Thursday, 3pm Eastern
Live Q&A and live coaching webinar
You will be done with your 30-Second Elevator Pitch
specifically designed to attract great leads
“I like this Andy! But how much does it cost?”
The cost to join this class is $99…..and it’s one big bargain.
My 2-hour private coaching program (where I help one person write their Elevator Pitch) is $400. While that's an awesome program (you can see the results below), I realize that it's out of range for many people.
And in this Workshop you get 2 Calls with me where you can ask anything you want.
I’ve been through this Elevator Pitch planning and writing process so many times it now comes naturally to me. And if you’re a student in the Workshop, you’ll have easy access to me to answer any questions.
Not only that…..but your other Classmates will be posting their own Elevator Pitches….meaning you’ll get PLENTY of support and suggestions and examples to go off of.
By the end of this Workshop I want every single student to have a full 30-Second Elevator Pitch that's fun to say, easy to memorize, and sounds like them.
So when you signup for this Workshop, just know that the week of February 27th we’ll be writing your Elevator Pitch. Meaning you won’t just be learning, you’ll be DOING.
So join me, and join your fellow Classmates in re-vamping your Elevator Pitch.
Ok. So you've heard what people have to say, but what does a great Elevator Pitch look like?
Here are a few examples:
VisualCue – Empowering Large Sales Team
When was the last time you heard of a self-managed sales team?
Wyndham Hotels's 5,500 sales people were stepping on each other's toes and losing sales due to data inconsistencies in their prospecting database. By implementing the VisualCue dashboard, they streamlined their process and saw a pickup of $13 million because everyone from the CEO to the individual salesperson has a clear, consistent, and always up to date view of their pipeline.
As a bonus, with constant feedback on their performance, the sales team is able to see exactly how their decisions are contributing to the overall success of the organization.
To see how the Visual Dashboard can empower your sales team, visit VisualCue.com to request a free demo.
Andria Berk – Boosts Company Morale
How do you boost company morale?
Here's one way I did it. I was working for a 50-person company that was facing growing pains on the path from startup to legitimate company. As part of our build-out we added a gym and decided to bring in a trainer.
The most amazing thing happened. Compliance was working out with IT and business development. The extra energy in the office spread rapidly to people who weren't even using the trainer. There was so much more friendly banter, storytelling, and even a weightlifting competition.
The HR side of this: people started eating healthier so we are expecting lower health insurance premiums next year.
My name is Andria and I boost company morale.
Rory Breen – IT for Accountants
An accountant's business stops dead when their computer systems go down.
Which is why one accountant called me in a panic when he was told it would cost him 1,000 pounds to upgrade his business software. I worked directly with his line of business provider and discovered that he didn't actually need new licenses to complete the upgrade. He ended up being able to do the upgrade himself with no additional cost.
My name is Rory, and I encourage you to call me before you spend money on upgrading your software.
Harold Waisel – Facilitates Strategic Planning Sessions
Most people cringe when asked about their business strategy, but once they work with me, they understand that developing their business strategy is actually simple, clear, and fun.
I asked a family friend about his strategy for his new company, and he had eight or nine ideas having to do with drones. So I facilitated a 2-day strategic planning session with him and his 5-person leadership team. As of a result of that program, they chose two areas to focus on, one being to help companies use drones to do things like inspect cell phone towers. I'm happy to report that they are generating interest from investors and are excited about the company's prospects.
My name is Harold and I work with companies who are interested in strategic planning sessions.
Vince Martin – Inventory Auditor
Let me tell you about the project that saved my company $100,000.
I was working on the receiving dock when I was asked to join a project to implement a new inventory cycle counting program. As the company's first inventory auditor, I helped develop the daily cycle counting tasks, and trained the other inventory auditors and third party warehouse personnel on the new procedures.
I'm happy to report that the new program eliminated the need for conducting an annual physical inventory,saving the company $100,000 each year. As an added benefit, we reduced production downtime because missing inventory issues were identified and solved before they became a problem for our customers.
My name is Vince and I'm interested in opportunities as an inventory auditor.
Marcy Hand – Sales for Biomedical Startups
My favorite part of sales was giving 6-figure bonus checks to my brokers.
I was working for Aetna selling group medical insurance to companies with under 300 employees. I was the first West Coast Rep in the small business division. My job was to develop relationships with brokers in LA County and educate them about the new insurance plans.
I produced $6 million in annual average new business premium for a total book of business of about $45 million.
My name is Marcy and I'm interested in opportunities selling services for biomedical startups.
Sarah Stockwell – Closet Declutterer
When was the last time you cleaned out your clothing closet?
I was approached by a busy mom who was facing clutter throughout her house and particularly in her closet.
I'm happy to report that we rolled out our momentum package. We met with her four times a month and now she can get access to her clothes, she can find what she needs to wear to work, and she knows where things are.
My name is Sarah and if you want to take control of the clothes in your life then hand me your card for a free consultation.
Dan Almgren – "Willy Wonka" of Chemistry
My favorite job was where I was the Willy Wonka of Chemistry. I was working for a large pharmaceutical company with their validation engineers to validate the equipment and processes in their new lab. I call it the Willy Wonka job because there was no standing around. I was constatly moving drums, climbing ladders, pumping solutions through pipes, and running around 400 litre reactors.
I'm happy to report that once the lab opened, it doubled the production capacity for the company.
My name is Dan and I am the Willy Wonka of Chemistry.
Every single time you talk to someone, you have the opportunity to add them to your "prospecting team" with your Elevator Pitch. The best part is after you write it once, the Elevator Pitch does all of the work!
If you are talking to people and NOT using an Elevator Pitch, you may as well be throwing away 80% of those potential customers:
More than 80% of the people you meet won’t buy right away, which is why you need an Elevator Pitch that will bring you to mind at the right time for them.
And the bigger opportunity is that your Elevator Pitch will bring you to mind for the people that they meet. Most of the time you aren't talking to people who need your services. You're talking to people who know the people who need your services. A great Elevator Pitch is the fastest and easiest way to expand your referral network.
With the Elevator Pitch Workshop, by the end of the 1 week you will have a full 30-second Elevator Pitch that's designed to keep you top of mind.
Look at the results from just a few previous Elevator Pitch Workshop students:
Craig got a 3x increase in the number of people engaging with his new Elevator Pitch:
“In my 31 years in business I’ve had maybe 2 people ask a clarifying question after hearing my old elevator pitch. Since working with you I have tripled that number in less than a week.”
— Craig Cerretani
Not only have people started better conversations, they've discovered tons of opportunities with people who are already in their network.
Once this skill of Elevator Pitches is learned, it's much easier for people to send you legitimate leads:
Chris realized she wasn't using her network effectively:
"Andy, I [used] a short version of my speech last night - and was referred to a non-profit that just lost a key person in operational finance. All this time I thought my network wasn't helping me because I built it while I was not working. It may well be that I simply wasn't [speaking to] that network correctly."
-- Chris Williams.
Jack got several instant leads from his new Elevator Pitch:
"I gave my new 30-Second Elevator Pitch at a networking event the other night, and two people approached me afterwards to invite me to do a presentation for their company. Thanks for your help!”
-- Jack LaCava
Here are the details in plain English:
- What: A 1-week long Elevator Pitch Workshop where we build a 30-Second Elevator Pitch that's fun to say, easy to memorize, and sounds like you.
- When: The Workshop begins February 27th, 2017 and ends March 3rd, 2017.
- Who: Andrew Winig (ImprovAndy) is the instructor, and you will be in a group forum with other Workshop Members. We have two live calls that week where you can ask questions live on the air. You also get a full week of Elevator Pitch help in the forums.
- Why: To develop a working Elevator Pitch that helps you grow your business, advance your career, and expand your referral network. This isn’t just “information” we’re selling, we’re actually all going to build Elevator Pitches together. You will have a working Elevator Pitch March 3rd, 2017!
Time to join is limited, offer ends February 27th, 2017:
Yes, I want to join the Elevator Pitch Workshop for the Early-Bird price of $99 that starts Feb 27th, 2017 and will help me write a full 30-Second Elevator Pitch that will inspire people to call me with the right opportunities: