What happens when you forget their name?

If you atend a lot of networking functions on a regular basis, you might run into a very common challege:  remembering the people you meet. The biggest challenge I hear when coaching clients is remembering people’s names.

Maybe this sounds familiar to you:  You attend a monthly networking function and someone approaches you who looks familiar  and has obviously met you before.  They remember you, even use your name, and you…draw a blank.  Rest assure this happens to everyone (even me on occasion).  And to add to that challenge, what happens when you forget their name, but you want to introduce them to someone else you are talking to?

Fortunately, I was able to ask an expert opion on how to handle this.  Last week I had the pleasure of participating in a teleseminar as a part of a Silver Mastermind program I am a part of that is facilitated by marketing expert Alexandria Brown.  Her guest was Anna Post, great-great granddaughter of Emily Post.  Anna shared a lot of great etiquette tips related to business and I took pages and pages of notes.  However, when it came time to questions, I was lucky enough to jump in and ask the proper way to handle this challenges of  forgetting people’s names.  Here’s what Anna had to say:

If it’s someone you don’t know well, but feel like you should know their name:  Simply “fess up”.  you can say something simple like, “I’m so sorry, I’m drawing a blank right now, could you please remind me of your name?”  Just apologize and “fess up” quickly and then move on – don’t go back to it.

If it’s someone you have met on more than one occasion or is someone who’s name you REALLY SHOULD know: The best advice is to just “sail through” it – it will actually show confidence in your professionalism if you’re honest that you can’t remember their name.  You can simply say something like, “I’m so sorry – of course I should know your name, but my mind is drawing a blank – why is that?”  Being upfront that you’re only human and you’ve forgotten their name will help you avoid being “called out” that you forgot their name – which is far more embarrassing.

It sounds like Anna’s advice is to treat it like ripping off a bandaid – just acknowledge the problem, address it, and move on.  Great advice!

One way I work on remembering names when meeting people for the first time is to use their name immediately after they say it.  If they say, “I’m Bob”, then I work their name into my own introduction, and might say, “Nice to meet you Bob, I’m Barbara”.  If it’s a name I think I might have trouble remembering, I’ll try to use it a couple more times in the conversation.  Try it, it helps.

Don’t beat yourself up if you can’t remember someone’s name.  Be graceful and you’ll be respected for your professionalism.

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions helps business professionals introduce themselves with high impact.  Everything in business starts with an introduction.  If you’re ready to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Do they *understand* what you do?

When answering the question “What do you do?”, it can be very tempting to want to “dazzle” people with the intricate details about your business, as a way to show that you are an expert in your field. However, my advice when it comes to your 30-second introduction, is to resist this temptation.

Whether introducing yourself in a one-on-one situation, or to a room of people at a group networking function, it is very important to keep your elevator pitch or networking commercial SIMPLE, and easy to understand. We all know that 30-seconds is about all you get to answer that question, and to be the most effective you need to be brief and to the point.

People need to understand exactly what it is that you do – right off the bat!

When working on your elevator pitch, make sure of two important things: use simple words and avoid business jargon

Let’s take a look at an example. One of the services my company offers is the production of a video short, a “visual” version of your elevator pitch to be used in e-mail, on websites and at trade shows. Let’s say I want to talk about that in my elevator pitch.

If someone were to ask me what I do, and I wanted to tell them about our video short service, imagine if I said:

“We produce high quality video output in a variety of formats using high-quality 2-pass VBR MPEG-2 encoding for DVD, broadcast, and other delivery targets. “

I can only imagine that whomever asked me that question would probably furrow their brow and scratch their head. Sure, it would sound like I have a lot of experience and was technically knowledgeable about our service, but for the general population they wouldn’t understand any of it.

Whereas if I said, “We create 30-second and 60-second video commercials to be used in e-mail, on websites and at trade shows”, the chances of being understood and sparking interest to want to know more are far greater.

Don’t try to dazzle people with your knowledge in a 30-second introduction. Focus on WHAT you do, not HOW you do it – the how will come later when they are asking more involved questions or signing up for your service.

Take a look at your current elevator pitch or networking commercial and make sure that it’s simple to understand. Try it out on a few people and see what their reaction is – if you see their eyes glaze over or their brows furrow, it’s time to simplify!

(c) 2008 Barbara Beal-Lopez, The Elevator Pitch Coach with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Your Voice Inflection is Important

A simple way to keep your elevator pitch interesting and fresh is by concentrating on your voice inflection. As an Elevator Pitch Coach, I really believe that voice inflection is a big part of what separates a good elevator pitch from a bad one. Your voice is basically “the star of the show” when you deliver your pitch, so concentrating on how you sound is incredibly important.

I’ve seem people be completely tuned out if they sound too soft (can’t be heard) or too monotone (think robot!). Keep these ideas in mind when working on your inflection:

Make sure you are heard: While you don’t need to shout, you do want to make sure that the volume of your voice matches the room setting. If you’re introducing yourself to just one person, obviously use your normal speaking voice, but kick it up just a notch – doing so will instill confidence. If you’re introducing yourself to a room full of people, be sure that you’re raising your voice enough to cover the entire room – especially those poor souls in the back of the room; they don’t want to have to strain to hear you. Make sure to make adjustments if you’re given a microphone – you don’t need to yell to be heard.

Speak clearly: Be sure to enunciate clearly – if you mumble, you run the risk of people tuning you out because they can’t determine what you’re saying.

Place emphasis on key words: Take a look at your elevator pitch. Are there key words that you should put emphasis on? Raising your inflection on key words will not only garner attention to your pitch, but will also encourage interest in what you have to offer.

Sound upbeat: You have a better shot at gaining interest in what you do if you sound like you enjoy it. I have been really surprised to see normally super passionate people become incredibly monotone when delivering their elevator pitch. Maybe it’s a lack of confidence or a bit of anxiety in having to deliver an elevator pitch to a room full of people, but it’s not going to get any better if people are turned off by lack of enthusiasm. People like to be around happy people, and if you sound happy to be in that networking situation and to tell people what you do, you’ll naturally deliver an effective elevator pitch.

There are many different ways to work on your voice inflection. First: practice, practice, practice: ask a family member or colleague to listen to your elevator pitch and have them evaluation your tone of voice. You can also practice by reading aloud on occasion to listen to your inflection. Organizations like Toastmasters can also assist you in practicing and improving your voice inflection (and your overall elevator pitch).

And of course, I’m available to help as well!

Working on your voice inflection will give you many rewards, including confidence, so say it loud and proud!

(c) 2008 Barbara Beal-Lopez, The Elevator Pitch Coach with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Say it in 30-seconds

Thirty seconds, when introducing yourself, can either feel like a million years or a blink. Which does it feel like for you?

If it feels like a million years, some of the reasons for that might be insecurity, nervousness or being unsure of what you’re saying. This is especially true if you’re standing in front of a room full of people, with all eyes and ears (you hope) on you.

If it feels like it goes by in a blink, that’s because it probably is. Although, you may be struggling in condensing everything that you have to offer into 30-seconds, and that can be a big mistake.

Did you know that a typical 30-second elevator pitch is between 50-75 words? That’s not a whole lot of talking time, so you want to make sure you are as effective as possible.

But why is it important to stay within 30-seconds?

At most networking functions, you are only allowed 30-seconds to introduce yourself to a group of people – each person taking their turn. By staying within 30-seconds, you will ensure the following:

• You are a person who pays attention to detail: Knowing that the “rule” is to stick to a 30-second introduction will show that you listen to instructions and pay attention to detail – something that a lot of people DON’T do in networking situations (how many times have you seen an audience become fidgety when someone goes ON and ON during their introduction?).
• You are able to be concise about who you are and what you do: This is so very critical in networking situations, especially if you have a lot of competition in the room. Being concise garners a lot of respect and sets you apart from your competition easily.
• You have respect for others: If you’re doing your introduction in a “round robin” fashion in room full of people, sticking to your 30-seconds and then politely turning the attention to the next person will show that you are very respectful towards others and their time. Not only are you being courteous to the next person, but you are respecting the audience’s time by being brief. This is also especially important when in a one on one situation. Once you’ve introduced yourself in just 30-seconds, you are politely giving room to the other person to introduce themselves.

Do yourself a favor and time your elevator pitch or networking commercial. Is it within 30-seconds? Are you racing to get it in within 30-seconds? If you’re racing, take a few minutes to pare it down so that you can deliver it within just 30-seconds. Ideally, the pitches I write for my coaching clients are about 25 seconds, giving them plenty of breathing room.

Say it within 30-seconds, and you’ll easily set yourself apart from your competition in any networking situation.

(c) 2008 Barbara Beal-Lopez, The Elevator Pitch Coach with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Practice, Practice, Practice

Just as with any business skill you want to perfect, practice makes perfect! That most certainly includes your elevator pitch. Your elevator pitch is your verbal commercial, and is the FIRST thing you use when you meet someone new in the hopes of establishing a business relationship, so it’s key to know what to say and to be as effective as possible.

Here are some quick tips on how to practice your elevator pitch:
Memorize it: A typical 30-second elevator pitch is between 50 – 75 words. Your 30-second elevator pitch should flow freely from your mouth upon meeting someone new. Make sure that the wording is natural and comfortable, and easy to memorize. Be careful though – even though it should be memorized, you want to be careful to not sound like a robot or too “over rehearsed”. Make it a part of your every day conversation and be sure it comes from the heart…not a “recall” from your brain.

Bring your elevator pitch with you: This is especially important if you’re going to a networking function in which you’re going to stand up and give your elevator pitch to an entire room of people. Having it with you to give it a quick glance to refresh yoursef will ease any anxiety or jitters you might have. Write it on an index card, or make it a note/memo on your PDA and bring it with you. Don’t bring in a crumpled up 8×11 sheet of paper – people will think you’re about to give a speech!

Practice it in front of the mirror: Watch your gestures and facial expressions as you say your elevator pitch. Do you seem sincere, or do you look like a robot? Standing up in front of a roomful of people even just to give your elevator pitch is basically public speaking – so make sure you come across as professional and polished.

Record your elevator pitch: If you have the means to record your elevator pitch as an audio file, do so! Listen to the tone of your voice – do you sound happy? Do you sound confident? Will everyone be able to hear you?

Practice it in front of someone: Just as you would practice an important presentation or speech, getting feedback is crucial. Ask a co-worker, friend or spouse to watch you do your 30-second elevator pitch. Have them listen to your voice tone and watch your gestures. Ask them to give you honest feedback…and then use it. This is especially important if you’re going to be using your elevator pitch in one on one situations – when practicing, pretend you are meeting them for the first time, and ask them for feedback on not only your pitch, but also your handshake and general introduction.

Practice it on the way: On your way to your networking function, say your elevator pitch aloud in your car. It seems a bit awkward to do so, but it really does help relieve anxiety and increase your chances of delivering a spot-on elevator pitch.

We all know we only get one shot at making a good impression. Half the battle is showing up prepared. Practicing your elevator pitch will not only relieve axiety, but it will also position you as an expert in your field, with cool confidence. Another great bonus? You’ll actually be more open to meeting new people, because you won’t be worrying about what you’re going to say!

Practice, practice, practice! You’ll be glad you did.

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

An Easy Answer to: “What do you do?”

Have you ever been asked the very simple questions “What do you do?”, and….completely frozen up? Guess what, you are certainly not alone. In fact, most of my elevator pitch coaching clients say that’s the FIRST problem they have when introducing themselves to new people.

There are a lot of common reasons why people freeze up when asked that question – which one(s) resonate with you?:

• the inability to articulate quickly and simply what you do
• the worry that you’ll end up going “on and on”, resulting in the other person losing interest
• the worry that they won’t understand what you do
• the worry that the other person won’t want to know more
• the worry that people will make a pre-conceived judgement about the industry you are in

As you can see, most of these are worries, and that just adds pressure to answering the question. No need for that!

Instead of worrying, I’m going to give you a simple way to determine how to answer that question – it’s a “formula” that works for me every single time, and it can work for you too, if you put a little thought into it.

When asked, “What do you do?”, simply respond with:

“Well, you know how some people have [inserrt a common problem here]?

(pause for them to agree/say yes)

“Well, what I do is [insert solution here].”

Let’s look at an example of how I use this formla for what I do:

“Well, you know how some business professionals spend a lot of time networking and will have to sometimes give a networking commercial or “elevator pitch” to an entire roomful of people….and they sometimes don’t know what to say?”

(pause for them to agree/say yes)

“Well, what I do is provide a coaching service in which I teach them how to do an effective networking commercial.”

The key is to be short and sweet…and best of all, simple. Because I only answered their question and didn’t give them a big list of my various services or HOW I do it….this naturally opens the conversation up more by them usually asking, “how do you do that?” – and they almost ALWAYS do.

Try working out this formula for yourself and using it the next time someone asks you what you do. I’m pretty sure you’ll find it to be MUCH easier to keep a conversation going. If you need some extra help or still have any of the above worries, I’d recommend taking a one hour elevator pitch coaching session with me. It’s quick and easy, and you’ll hit the field polished and professional.
(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Make it about YOU, instead of your business

One of the easiest things you can do in your elevator pitch or networking commercial to separate yourself from your competition is to make your commercial about YOU, rather than your business or company. Next time you listen to a roomful of introductions, listen to how many of them are about a business or a company about a whole – and NOT about what that person can or will do for you.

When you’re attending a networking function, you’re there to do what – make contacts and build relationships, right? Yes, you’re representing your business and quite possibly the best company in your field, but in an introduction it is more effective to concentrate on who YOU are, and what YOU can do to serve their needs. The company is only the vehicle to do that.

Let’s take a look at an example, using my company Brightfarm Productions.
Example A: I talk about my COMPANY for my 30-second commercial:

“Hi, I’m Barbara, President of Brightfarm Productionss. Brightfarm is a video production company, and we’ve been doing business in Rancho Cordova for over four years. We specialize in video advertising – creating 30-second and 60-second video shorts for businesses to promote themselves visually. If you’d like to see some examples of our video work, visit our website at www.brightfarm.com.”

What’s wrong with this elevator pitch?

1. I made it easy for people to tune me out right away. One of the first challenges when making your commercial about your business, is that the listener is going to hear WHAT the business IS and make a quick decision as to whether or not they want to hear the rest. As an example, and this happened to me quite a bit when I was first starting out, as soon as the listener hears the word “video” they might think to themselves: “Oh, video. Too expensive and too much work”. That’s because in the example elevator pitch I didn’t tell them anything about why video advertising might make sense (other than mentioning they can promote themselves visually – but what does that mean?).
2. There’s no reason to get to know me. Because the commerical is more about the business and the what we do, rather than about me introducing myself, there’s really no reason to get to know me – I’ve just blended into my business and haven’t made a connection with anyone. I also haven’t made it inviting to approach me to learn more, as I directed people to visit my website for more information.

Example B: I talk about MYSELF and what I can do for professionals in my 30-second commercial:

“Do you ever struggle with how to effectively introduce your company through e-mail, your website, or at tradeshows? Rather than telling someone what you do, why not show them? I’m Barbara with Brightfarm Productions, and as a professional commercial writer, I can help you SHOW who you are and what you do with a 30 or 60-second video short. [holding up mini DVD player] If you’d like to see an example of what I can do for you, see me after the luncheon.”

What’s the difference with this elevator pitch?

1. I found a general pain point that most business professionals struggle with. Almost every business uses either e-mail and their website (and possibly tradeshows) to introduce themselves to potential clients.
2. I gave them an answer to that struggle. I planted a new idea in their head – SHOWING people what they do, rather than just telling them.
3. I gave them results. I let them know that I’m a professional commercial writer (credibility) and that I can create an effective message for them through a 30 or 60-second Video Short.
4. I made them want more. I created a reason for people to approach me by BRINGING an example of my work – they’re more likely to come see me (sometimes out of simple curiosity) rather than me hoping they log on to my website (if they even remember it) when they get back to their office.

Remember, people like to do business with people they know, like, and trust. What better way to start the wheels in motion than by introducing YOURSELF, rather than just your company. As someone gets to know you, they’ll see the company behind you (and how wonderful it is), but they’ll like the company even more because of YOU.

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Give them a tagline to remember!

One of the easiest things you can do in your elevator pitch or networking commercial is to incorporate an easy to remember tagline. This is especially effective when giving your pitch to a group of people, such as at a Chamber or networking group function.

Using a tagline not only helps spread the word about your brand, but it also helps people remember what it is that you do. And that’s really what you want to have happen, right?

But how can you include a tagline?

Here are some examples of how to include your tagline into your elevator pitch or networking commercial:

Make it funny: My friend Art Flores, with Atlas Disposal, ends his networking commercial with “when you think of trash, think of me!” Of course this always gets a laugh from the room, which builds instant rapport for Art as a fun guy to do business with – and guess what – people remember that he is in the trash business when they see him!

Make it about your service/product: Another friend and Video Short customer of mine, Dorothy Compton of Bee Embroidered, does high quality embroidery on apparel for business professionals. She understands that when most people think of logo wear for their company or organization that they might assume they have to order pieces in bulk. To squash that mis-perception right within her commercial, her tagline is “my minimum is one”. How many people do you think go straight to her when they need one hat/jacket/polo shirt embroidered? A lot!

Tell them how to get a hold of you: If your goal during your elevator pitch is to simply get traffic to your website, have your tagline be something involving your URL. Same thing if you want people to remember your phone number. By reciting it over and over at networking functions, people will become very familiar with it and will REMEMBER how to get a hold of you when they need your services.

Stick to your company tagline: If none of the three ideas above feels comfortable to you, feel free to use your company’s tagline. Again, by doing so you are working to promote your brand – and there are great benefits to doing just that!

The key to using a tagline effectively is to keep it simple. Short and sweet goes a long way in helping people remember who you are and what you do. Consistency is also just as important. If you attend a group function on a regular basis (weekly/monthly), keep using your tagline so that it builds momentum. Haven’t we all heard that people have to hear a message at least seven times before we remember it or it sticks? Don’t be afraid to do that with your elevator pitch.

Before long, you’ll have people reciting your tagline right back to you. That’s when you’ll know people “get” what you do, and that you’ve created top of mind awareness.

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Produtions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and signn up for free weekly tips.

Being an Ambassador in your community

This week I celebrated my four year anniversary of moving to Rancho Cordova, California. One of the first things I did upon moving here (a new city where I only had ONE friend!), was to seek out opportunities to meet people quickly, in order to get to know my community.

The first thing I did was join the Rancho Cordova Chamber of Commerce, and shortly thereafter I became an Ambassador.

If you’re not familiar with an Ambassador program, this is an elite position as a volunteer with a Chamber of Commerce which affords you an opportunity to serve as a liaison between Chamber members and the Chamber of Commerce. In most cases, that means you are in the front line of contact with businesses as soon as they join the Chamber, and you have the ability to meet them often times before the rest of the membership does.

Common Ambassador activities include: visiting new members and delivering a membership plaque, attending new business ribbon cuttings and grand openings, calling on current members to be sure they are taking advantage of their member benefits, and greeting business professionals at luncheons, mixers and functions.

What do you think is the one common marketing tool that you can use at all of these types of activities? Your introduction/networking commercial/elevator pitch! Being an Ambassador affords the opportunity to not only spend time in the community, but it also provides a reason to knock on the door of a business to introduce yourself.

And I’ve done just that! Since 2004, I’ve met a HUGE majority of the businesses in Rancho Cordova – something that I may not have been able to do so efficiently without being an Ambassador. I’ve built some fantastic business relationships as a result, and I love walking into a restaurant or business and KNOWING the people inside. Plus, I’ve made wonderful friends and business partners with my fellow Ambassadors!

If you’d like an opportunity to serve your local Chamber of Commerce and get to know your business community, be sure to contact your local Chamber of Commerce for information.

As Chair of the Rancho Corodva Chamber of Commerce Ambassador Program, I can certainly give you an idea of the time commitment and benefits involved in our local program, just contact me!

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions, helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.

Look alive!

It can be tiring if your business or job requires you to attend several networking functions a month. Especially if you attend after-hours functions, after putting in a long day at the office. Yet, it’s still important to use your networking investment (whether it’s time or money, or both) to your best, to be the most productive.

Here are some tips on how to “Look Alive!” at your next networking function:

Schedule networking activities thoughtfully: While it’s tempting sometimes (especially when your pipeline isn’t full) to fill your calendar with networking activities, be careful not to over-book yourself. This tends to happen when people open a new month in their calendar, see wide open spaces, and then fill it up with every single networking activity they’re aware of. Instead, put some thought into it, and make your networking schedule realistic. Before adding a networking function to your calendar, think: is the market of people you want to network with attending? Will this be an opportunity for you to grow your network, or is it really just a social engagement? Do you have enough time in the you’re scheduling to attend, or will you be doing a “pop-in”?

If you’re committed to attend, BE PRESENT: If you choose to attend a networking activity, make sure that you are actually present – and that doesn’t mean present as in showing up, but present by participating. Try not to be a “clock watcher”, killing the appropriate amount of time you think you should hang around. Really spend your time getting to know people, and being open and approachable. People can really sense when others don’t want to be there, so be sure if you are engaged in conversation, that you are giving people your undivided attention.

Try not to be a “wall flower”: It’s easy to just “blend in” at a networking function, especially if you have an introverted personality. Unfortunately that may cause you to miss opportunities, and can lead to being a waste of your networking investment. If you’re on the shy side, and find it difficult to get involved, try these two tips:

• Help out the host(s): Offer to greet people, take coats, serve food or drinks, help with registration. An activity will give you focus, and that will help you to naturally start introductions. Plus, the hosts will most likely appreciate the help!
• Effective ice-breaker to introduce yourself: If you absolutely have to “work the room” flying solo, an easy and effective way to introduce yourself to someone is to simply approach another person by saying, “Hi, I’m (Your Name), we haven’t met yet!” (And use your Almighty Handshake from last week’s article). This will immediately break the ice – odds are the other person was trying to think of a way to approach you!

Just relax, and have fun: Think of the networking function as an opportunity to make some new friends, enjoy a great venue and possibly enjoy some great refreshments. Don’t overthink what you “need to get” by attending, think about what you can offer others, and the good time you’re sure to have.

(c) 2008 Barbara Beal-Lopez, “The Elevator Pitch Coach” with Brightfarm Productions helps business professionals introduce themselves with high impact. Everything in business starts with an introduction. If you’re ready to learn how to introduce yourself and your business professionally and comfortably, visit Barbara at www.brightfarm.com and sign up for free weekly tips.