Elevator (phone) Speech

Hello Everyone!

Today's blog is a continuation on how to make that critical first impression (usually via the phone but just as important face-to-face). This "speech" needs to be rehearsed and memorized, especially if you find yourself in a face-to-face opportunity. If you're making a phone call to that critical person of influence then have it written down as a script in front of you. I can't stress enough the use of properly written/designed scripts when making key phone calls. Make sure your cadence sounds natural (not mechanical).



Working through a list of well designed sentences that use clear, coherent words and statements is very, very impactful over the phone (Point: become good friends with your Thesaurus). Especially if you're like me and those brilliant phrases/words seem to escape you on the fly. Script your call, never, ever "wing it", no matter how polished you think you are. Your script should prompt a next step. It might be a follow-up call with more time with the hiring manager/person of influence. It might be a meeting. It might be a conference call with additional people or a next step with HR.


Most positions you want will not be posted. Just accept this fact. Present your call as an "exploratory interview". You want to make an introduction, you want to present yourself as a future candidate. Fully disclose that you have targeted this person or company as a place where you want to work (be prepared to answer why on the spot! Again, have a pre-prepared script with a cogent, succinct answer).


Example of a job-seeker type of 'elevator speech'


1.) Name, where you are from:

My name is Darren Jones. I was born in Chicago and have lived in Denver for the past 9 years.


1.) Definition of expertise and number of years:

I'm a seasoned sales and marketing executive with over 12 years of experience in the pharmaceutical industry.


3.) Short chronology showing the progression of your career:

I started my career in 1996 as an entry level employee serving as a sales coordinator for Deraxo Pharmaceuticals. I worked hard and in 1998 was promoted to district sales representative responsible for managing 30 accounts. In two years, I increased the number of accounts I managed to 48 and in 2000 I was named Regional Sales Manager. I relocated to Denver and led 6 district representatives in a 5-state region. In 2005, I was recruited by Marcot Pharmaceuticals to become Senior Director of Sales and Marketing. When Marcot was acquired in June, I was laid off.


4.) Key accomplishments/results with emphasis on your most recent position (or the position that best defines your skills):

I love my chosen profession and have enjoyed all my jobs, but my proudest accomplishment was my success at Marcot Pharmaceuticals. As a direct result of my hard work and leadership, I was able to transform the Marcot brand from a relatively unknown pharmaceutical company to a powerhouse industry leader. Through creative sales and marketing campaigns, including the creation of Marcot's popular "We Feel Your Pain" campaign, in only two years, company sales increased by over 60%, top of mind brand awareness amongst medical professionals increased by 80% and our market share increased 25%. In addition, I created a unique initiative and motivation plan that allowed my employees to increase their earning power. As a result, I was able to create a powerhouse sales army on behalf of Marcot and enjoyed the loyalty of my entire sales team.


5.) In addition to your expertise what other skills do you possess that are valuable? (Management, budgets, analysis, sales, marketing, customer service):

I consider myself a great manager and am dedicated to providing my employees with the tools to be successful. My employees know that I'm always available to meet with clients and that they can count on me to creatively find ways to solve clients problems. I enjoy creating and managing budgets. Each quarter I diligently analyze my competitor's quarterly reports and I have an uncanny ability to analyze industry trends and identify opportunities for increased sales growth.


6.) Soft skills (hard-working, able to juggle and manage under stress, friendly, team-driven):

People who work with me would call me fun, driven, fair and unflappable. I'm the type of person who is willing to do whatever is required to reach a goal. I'm a team player but am also not afraid to question strategy and goals and suggest options and alternatives.


7.) College degree? Sports? What do you like to do with your free-time?:

I received my business degree from the University of Chicago and have spent weekends over the past two years in the Colorado State University Executive MBA program where I will graduate in December. I play intra-mural kick ball, am a Colorado Rockies season-ticket holder and my wife and I have a 2-year old daughter.


Next time we'll discuss how to set the "Agenda" and take control of the conversation and why you never want to use close-ended questions.



Best Regards,



Tom