Start an Elevator Conversation; Forget the Elevator Speech

The elevator speech is dead. That was my pronouncement in last week’s blog. The reasons: Elevator speeches are too vague, too canned, too boring.

Hearing an elevator speech, people feel that you’ve tossed them “bait.” They resist “being hooked.” They push back just like you resist the salesperson who approaches you as you walk in a store and asks, “May I help you?” Your unthinking response: ”No, I’m just looking.”

Worse, elevator speeches are filled with clichés and platitudes. Often, you...