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How to Make Better First Impressions in 60 Seconds

How to Make Better First Impressions in 60 Seconds

Did you know people today are suffering from INFObesity? They don’t want more information; they want to be intrigued and they want to be intrigued quickly. If you don’t say something in that single, crucial minute of your elevator pitch that gets their eyebrows up, they’ve already checked out, and that means your idea, organization, or cause will never succeed at the level it deserves.

Do you have clear, concise, and compelling responses that impress potential clients, employers, and sponsors? Does your opening pitch or paragraph capture people’s favorable attention and motivate them to keep reading and say, “Tell me more?”

Our goal is to turn one-way communication into two-way communication. Another way to do that is to create commonality by turning me, me, me into we, we, we.

A bright, talented 20-something was the one who role-modeled this for me. I was on a speaking tour with my sons and we had the night free. We went downstairs to the hotel lobby and asked the concierge what he suggested. He took one look at my teen-aged sons and said, “You’ve got to go to D & B’s.”

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We were from Maui at the time and had no idea what he was talking about.

I asked him what D&B’s was, and this smart young man didn’t even try to explain: he knew intuitively that would only have confused the issue. He could have said, “Well, it’s kind of like a sports bar. But it’s more than that; it also has an indoor amusement park with video games and stuff. And the restaurant has pool tables but they also have…” but the longer he’d have talked, the more confused we would have become.

Instead, he asked a qualifying question: “Have you ever been to Chuck E. Cheese?” My sons nodded enthusiastically. He smiled and said, “D & B’s is like a Chuck E. Cheese for adults.” Bingo.

We then knew exactly what it was and we wanted to go there, all because this bright young man had a) asked a question that got relevant information and b) linked his response to what we just said. They should have put him on commission.

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Monologue vs. Dialogue

That encounter yielded the following epiphany: the purpose of an elevator pitch is NOT to tell people what you do—that’s a monologue. The purpose of an elevator pitch is to create a meaningful conversation—that’s a dialogue. The next time someone asks you what you do, use this disruptive approach to turn a boring elevator pitch into bonding connection.

How Can I Bond With Someone in the First 60 Seconds of Meeting Them?

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    “There are two kinds of people in this world. Those who walk into a room and say ‘Here I am’ and those who walk into a room and say, ‘There you are.’” – Ann Landers

    Here’s my favorite example that shows the power of turning an elevator speech into an elevator connection: I was asked to speak at the 2008 INC.500/5000 conference, along with fellow authors and speakers Jim Collins of Good to Great , Seth Godin of Linchpin and Tribes, Michael Gerber of E-Myth, Tom Peters of In Search of Excellence, and Tim Ferris of 4 Hour Work Week. My workshop was on how to POP! Your Communication—in particular, how to POP! the first 60 seconds of any communication to win people’s attention, respect, trust, and business.

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    My session was one of the top-ranked sessions because we focused on how to introduce yourself in a way that turned strangers into friends and clients. I asked Colleen, Entrepreneur of the Year for her state, what it was she did.

    After a couple of minutes of references to centralized medical diagnostic services—scanning devices, etc.—no one in the room had any idea what she did. This was not a trivial issue: she was surrounded by several hundred of the most successful entrepreneurs in the country, yet none of them understood what she did. That meant they wouldn’t be walking up to her afterwards to continue the conversation. They didn’t relate to her or remember her, which meant they wouldn’t be referring people to her or exploring possible strategic partnerships. Think of the millions of dollars in lost opportunities. That’s what happens (or what doesn’t happen) every time we introduce ourselves and people don’t get or want what we do.

    Making the Connection

    If we don’t connect in the first couple minutes, we’re probably not going to connect at all. The good news is, it doesn’t have to be that way. There’s a better way to introduce yourself starting today.

    I asked Colleen what she did that we we can see (pointing to my eyes), smell (pointing to my nose), taste (pointing to my mouth) and touch, (pointing to my hands). She asked why that was important. I told her that those questions switch focus from the means—trying to explain how electricity works—to the end results: how people use and/or benefit from what happens in the real world.

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    Colleen thought about it for a moment and said, “I run medical facilities that offer MRIs and CT scans.”

    That reply was better because now we could see what she was talking about. Medical equipment, MRIs, and CT scans exist in the real world—they’re not just conceptual neck-up rhetoric. But we’re not going to stop there, because if someone just told people that, they’d just say “Oh.” An “Oh’ is better than a “huh?” because it means people now understand what job is being done, but there’s still no personal relationship. It’s still a one-way monologue instead of a two-way dialogue. Turn that into a question—using The Power of Three— that engages them and prompts them to give you relevant information that’s pertinent to your line of work.

    She asked what the Power of Three Was.

    I explained; “If you ask a question using only one point of reference, such as ‘Have you ever had an MRI?’ and that person says, ‘No’, the discussion is over. Instead, ask: ‘Have you, a friend or a family member ever had an MRI or a CT scan?’ Giving three points of reference increases the odds that people will come back with a personal experience such as, ‘Yeah, my daughter hurt her knee playing soccer and had an MRI.’ Now, relate what you do to what that person just said. ‘Well, I run the medical facilities that offer MRIs like the one your daughter had when she hurt her knee.”

    That elevator intro will raise people’s eyebrows: they’ll be intrigued because they’re picturing a way they’ve used or benefitted from what you do. This has taken under 60 seconds, yet they could describe what you do to other people, turning them into a word-of-mouth ambassador. And, if they’re ever in the market for an MRI or CT scan, they’re a lot more likely to contact you, because people like to do business with those they know and like.

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    Last Updated on September 20, 2018

    7 Powerful Questions To Find Out What You Want To Do With Your Life

    7 Powerful Questions To Find Out What You Want To Do With Your Life

    What do I want to do with my life? It’s a question all of us think about at one point or another.

    For some, the answer comes easily. For others, it takes a lifetime to figure out.

    It’s easy to just go through the motions and continue to do what’s comfortable and familiar. But for those of you who seek fulfillment, who want to do more, these questions will help you paint a clearer picture of what you want to do with your life.

    1. What are the things I’m most passionate about?

    The first step to living a more fulfilling life is to think about the things that you’re passionate about.

    What do you love? What fulfills you? What “work” do you do that doesn’t feel like work? Maybe you enjoy writing, maybe you love working with animals or maybe you have a knack for photography.

    The point is, figure out what you love doing, then do more of it.

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    2. What are my greatest accomplishments in life so far?

    Think about your past experiences and the things in your life you’re most proud of.

    How did those accomplishments make you feel? Pretty darn good, right? So why not try and emulate those experiences and feelings?

    If you ran a marathon once and loved the feeling you had afterwards, start training for another one. If your child grew up to be a star athlete or musician because of your teachings, then be a coach or mentor for other kids.

    Continue to do the things that have been most fulfilling for you.

    3. If my life had absolutely no limits, what would I choose to have and what would I choose to do?

    Here’s a cool exercise: Think about what you would do if you had no limits.

    If you had all the money and time in the world, where would you go? What would you do? Who would you spend time with?

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    These answers can help you figure out what you want to do with your life. It doesn’t mean you need millions of dollars to be happy though.

    What it does mean is answering these questions will help you set goals to reach certain milestones and create a path toward happiness and fulfillment. Which leads to our next question …

    4. What are my goals in life?

    Goals are a necessary component to set you up for a happy future. So answer these questions:

    Once you figure out the answers to each of these, you’ll have a much better idea of what you should do with your life.

    5. Whom do I admire most in the world?

    Following the path of successful people can set you up for success.

    Think about the people you respect and admire most. What are their best qualities? Why do you respect them? What can you learn from them?

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    You’re the average of the 5 people you spend the most time with.[1] So don’t waste your time with people who hold you back from achieving your dreams.

    Spend more time with happy, successful, optimistic people and you’ll become one of them.

    6. What do I not like to do?

    An important part of figuring out what you want to do with your life is honestly assessing what you don’t want to do.

    What are the things you despise? What bugs you the most about your current job?

    Maybe you hate meetings even though you sit through 6 hours of them every day. If that’s the case, find a job where you can work more independently.

    The point is, if you want something to change in your life, you need to take action. Which leads to our final question …

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    7. How hard am I willing to work to get what I want?

    Great accomplishments never come easy. If you want to do great things with your life, you’re going to have to make a great effort. That will probably mean putting in more hours the average person, getting outside your comfort zone and learning as much as you can to achieve as much as you can.

    But here’s the cool part: it’s often the journey that is the most fulfilling part. It’s during these seemingly small, insignificant moments that you’ll often find that “aha” moments that helps you answer the question,

    “What do I want to do with my life?”

    So take the first step toward improving your life. You won’t regret it.

    Featured photo credit: Andrew Ly via unsplash.com

    Reference

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