The Elevator Speech - How to Ensure Your Message Is Heard in Any Crowd
Attend networking events and before long you will have the opportunity to introduce yourself to a crowd. While what you say is very important, how you say it will determine if your carefully crafted message (your Magical Networking Moment) will be heard. It's not as simple as speaking loudly enough to be heard.
Most people intuitively know that they must speak up in front of a crowd, especially in a large room without a microphone. But even the most seasoned speaker has limited experience with different acoustical characteristics. Flooring, ceiling material, furnishings, and wall coverings play a role in how well your voice will carry in a room.
A good rule of thumb is to remember that the harder the surface, the more your voice will carry and be reflected. You will need to speak louder in rooms with carpet, soft wall coverings, abundant plush seating, and textured ceiling tile since these materials will absorb sound. Conversely, you will speak softer and more slowly in a school cafeteria where you will find hard floors, chairs, tables, and ceiling materials since your voice will carry and even echo is some situations.
Regardless of venue, every event has its share of soft-spoken folks who fail to be heard. Here are a few tips to ensure that you will be heard every time you introduce yourself.
1. Get there early. If you arrive early you can test your voice in the room. This will ensure that you will be loud enough, but it will also ensure that you won't be too loud too.
2. Choose your seat carefully. Choose a seat near the front of the room or at least on the perimeter of the crowd. You don't want to have your back to anyone.
3. Be ready when it is your turn and stand up. Read my previous articles on Stand, Pause, Breathe, Lean Forward, and Speak Loud Enough to be Heard.
4. Slow down! Most people speak too fast and therefore do not enunciate properly. While you know exactly what you are talking about, the audience doesn't. Give the listener time to grasp what you are saying.
5. Remember that less is more. Give the audience only one or two points to remember. Chances are they will not remember much.
It is important to remember your goal. You want others to come up to you and ask for more information. You cannot and should not try to be all things to all people. If you carefully craft your message and deliver it with the proper volume and pace, you will find that you will attract all the right people. Following the tips above will ensure that the right people will hear you in every crowd.
The Moment of Truth: Being Worthy of Referrals - It's All About Follow Up
Something magical happens when you begin to attend networking events. People begin to give you leads and referrals. Many have been fortunate to have met someone who wanted to do business right away. Others have met someone at a networking event that should be a part of their networking circle. And still others have met that rare individual who just hears what they do and knows someone who needs their product or service. It happens. And when it does it is a beautiful thing.
Other times you have worked hard for the opportunity. You have attended events, met people and delivered a great elevator pitch (Magical Networking Moment). Through planning your networking and working your plan you have received leads and referrals.
Now comes the moment of truth. What happens when you meet someone or when someone gives you a lead or referral? What will you do with what you have been given? Most leads, referrals, and opportunities die. Most people never follow up or follow through. It's sad but true. Nothing will shut referrals down faster than lack of action on your part. The referral you have received will die. Worse still, because you will be known as someone who doesn't follow up, you won't receive more referrals either.
The good news is you can stand out in most any crowd by being the exception. Simply by following up puts you in an elite class. Following up shows respect for the referral. It shows respect for the person who gave you the referral and it shows respect for you, your company, and everyone's time. And following up is easy. You have tools at your disposal that make managing contacts a snap. You must use them.
While it is the least effective, a simple email can get the follow up process going. Be aware that email isn't what it used to be. Most people get at least fifty emails a day, so your email may not receive priority. Using email alone is better than most, but not enough to reach the most valuable prospects. Email does have it's place in the follow up process. It provides an easy way to connect and it provides a simple management tool for contact information. Use email to make quick, consistent contact with people.
Incorporate snail mail options too. Since we get more email today, many forget that regular mail is a powerful tool. The use of letters, lumpy mail (mail with something inside that makes the envelope beg to be opened), and hand written cards and notes is powerful. For those who simply cannot seem to get this done, programs like Send Out Cards can do this for you. Regular mail is an easy way to stand out from the crowd.
One other tool often overlooked is the telephone. Make use of the phone wisely. When you call, treat the gatekeeper (if there is one) like you would want to be treated. Engage them by using their name and by telling them who you are and why you are calling. It is best to ask for an introductory call when you have been referred. This coupled with courtesy for the gatekeeper will usually ensure your call gets through. And when leaving messages make them short and to the point. Your name, your phone number, who suggested you call, your name and phone number again should suffice. Don't try to sell them on calling you back or your product or service in a message. The referral should result in a return call.
Having a plan and process that you put every referral through will ensure that you are known as someone who follows up. Using email, regular mail, the telephone, and courtesy for the gatekeeper will show everyone that you are a professional and worthy of referrals. Being worthy means more referrals and more business. So make it happen, follow up.