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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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    How to Make Better First Impressions in 60 Seconds

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    Last Updated on November 15, 2018

    Success In Reaching Goals Is Determined By Mindset

    Success In Reaching Goals Is Determined By Mindset

    What do you think it takes to achieve your goals? Hard work? Lots of actions? While these are paramount to becoming successful in reaching our goals, neither of these are possible without a positive mindset.

    As humans, we naturally tend to lean towards a negative outlook when it comes to our hopes and dreams. We are prone to believing that we have limitations either from within ourselves or from external forces keeping us from truly getting to where we want to be in life. Our tendency to think that we’ll “believe it when we see it” suggests that our mindsets are focused on our goals not really being attainable until they’ve been achieved. The problem with this is that this common mindset fuels our limiting beliefs and shows a lack of faith in ourselves.

    The Success Mindset

    Success in achieving our goals comes down to a ‘success mindset’. Successful mindsets are those focused on victory, based on positive mental attitudes, empowering inclinations and good habits. Acquiring a success mindset is the sure-fire way to dramatically increase your chance to achieve your goals.

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    The idea that achieving our goals comes down to our habits and actions is actually a typical type of mindset that misses a crucial point; that our mindset is, in fact, the determiner of our energy and what actions we take. A negative mindset will tend to create negative actions and similarly if we have a mindset that will only set into action once we see ‘proof’ that our goals are achievable, then the road will be much longer and arduous. This is why, instead of thinking “I’ll believe it when I see it”, a success mindset will think “I’ll see it when I believe it.”

    The Placebo Effect and What It Shows Us About The Power of Mindset

    The placebo effect is a perfect example of how mindset really can be powerful. In scientific trials, a group of participants were told they received medication that will heal an ailment but were actually given a sugar pill that does nothing (the placebo). Yet after the trial the participants believed it’s had a positive effect – sometimes even cured their ailment even though nothing has changed. This is the power of mindset.

    How do we apply this to our goals? Well, when we set goals and dreams how often do we really believe they’ll come to fruition? Have absolute faith that they can be achieved? Have a complete unwavering expectation? Most of us don’t because we hold on to negative mindsets and limiting beliefs about ourselves that stop us from fully believing we are capable or that it’s at all possible. We tend to listen to the opinions of others despite them misaligning with our own or bow to societal pressures that make us believe we should think and act a certain way. There are many reasons why we possess these types of mindsets but a success mindset can be achieved.

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    How To Create a Success Mindset

    People with success mindsets have a particular way of perceiving things. They have positive outlooks and are able to put faith fully in their ability to succeed. With that in mind, here are a few ways that can turn a negative mindset into a successful one.

    1. A Success Mindset Comes From a Growth Mindset

    How does a mindset even manifest itself? It comes from the way you talk to yourself in the privacy of your own head. Realising this will go a long way towards noticing how you speak to yourself and others around you. If it’s mainly negative language you use when you talk about your goals and aspirations then this is an example of a fixed mindset.

    A negative mindset brings with it a huge number of limiting beliefs. It creates a fixed mindset – one that can’t see beyond it’s own limitations. A growth mindset sees these limitations and looks beyond them – it finds ways to overcome obstacles and believes that this will result in success. When you think of your goal, a fixed mindset may think “what if I fail?” A growth mindset would look at the same goal and think “failures happen but that doesn’t mean I won’t be successful.”

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    There’s a lot of power in changing your perspective.

    2. Look For The Successes

    It’s really important to get your mind focused on positive aspects of your goal. Finding inspiration through others can be really uplifting and keep you on track with developing your success mindset; reinforcing your belief that your dreams can be achieved. Find people that you can talk with about how they achieved their goals and seek out and surround yourself with positive people. This is crucial if you’re learning to develop a positive mindset.

    3. Eliminate Negativity

    You can come up against a lot of negativity sometimes either through other people or within yourself. Understanding that other people’s negative opinions are created through their own fears and limiting beliefs will go a long way in sustaining your success mindset. But for a lot of us, negative chatter can come from within and these usually manifest as negative words such as can’t, won’t, shouldn’t. Sometimes, when we think of how we’re going to achieve our goals, statements in our minds come out as negative absolutes: ‘It never works out for me’ or ‘I always fail.’

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    When you notice these coming up you need to turn them around with ‘It always works out for me!’ and ‘I never fail!’ The trick is to believe it no matter what’s happened in the past. Remember that every new day is a clean slate and for you to adjust your mindset.

    4. Create a Vision

    Envisioning your end goal and seeing it in your mind is an important trait of a success mindset. Allowing ourselves to imagine our success creates a powerful excitement that shouldn’t be underestimated. When our brain becomes excited at the thought of achieving our goals, we become more committed, work harder towards achieving it and more likely to do whatever it takes to make it happen.

    If this involves creating a vision board that you can look at to remind yourself every day then go for it. Small techniques like this go a long way in sustaining your success mindset and shouldn’t be dismissed.

    An Inspirational Story…

    For centuries experts said that running a mile in under 4 minutes was humanly impossible. On the 6th May 1954, Rodger Bannister did just that. As part of his training, Bannister relentlessly visualised the achievement, believing he could accomplish what everyone said wasn’t possible…and he did it.

    What’s more amazing is that, as soon as Bannister achieved the 4-minute mile, more and more people also achieved it. How was this possible after so many years of no one achieving it? Because in people’s minds it was suddenly possible – once people knew that it was achievable it created a mindset of success and now, after over fifty years since Bannister did the ‘impossible’, his record has been lowered by 17 seconds – the power of the success mindset!

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