Today we're gonna talk about how to create a one sentence elevator pitch.
That's right, by the end of this little show of mine, you're gonna know exactly how to
create that elevator pitch in one sentence, what the three components are that absolutely
need to go in it, and how one of my one on one coaching clients used this exact formula
to get hired on the spot.
So, let's talk about this.
You might be thinking, "Why do I even need one of these?"
Well, let's talk about this for a second.
I can think of many reasons, but I wanna talk about two.
One is, you've got to have away to introduce yourself whether you're in a professional
setting, whether you're doing it in person, whether you're doing it in an email, whether
you're doing it online, this elevator pitch that we're gonna talk about is a great little
application for the LinkedIn headline you might wanna use.
So, there's many, many ways to use it, to outwardly introduce yourself to the benefit
of others, so that they can understand who you are and what you do.
But also, one thing that I think gets really overlooked with the simplicity of something
like this is, how valuable it can be ... I like to call it an internal clarity marker
or a focal point.
It's very easy today, in the world we live in to get distracted, life is distracting
in general, but as far as your careers go, you know, "What should I do?
What should I try?
Should I switch careers?
You know, before you know it, you sorta incrementally, before you really notice it, you've drifted
away from who you are, what you're about and what you care about and why you do what you
And, you need a little anchor point to pull you back in.
So, I think that's a very, very valuable reason why you need to have this.
So, just a couple of really good ones.
And, I always like to warm up with that because I want you to know the value and not just
So, so those are a couple of great reasons.
Now, let's talk about how to create that elevator pitch.
So, I wanna preface this by saying, there's about a thousand videos out there that talk
about this, and every trainer's got his or her opinion on how to do this.
This is just the formula I like, I want you to take what I give you today, put your own
spin and twist on it, and I want you to be yourself and use what is appropriate for you
and what you feel most comfortable with.
But, but, I can tell you, there's three really important ingredients that need to go into
your introduction of yourself.
First one, who you are or what you are.
Second one, for whom you do it, and the third one is, how those people or those companies
or whoever it is, groups, will benefit.
So, how will they benefit?
So, who you are, for whom you do it and how they'll benefit.
And, let's look at that.
Let's get to an illustration here, just so you can see it visually.
These three parts, who you are, for whom you do it and how they benefit.
Now, that how they benefit, you know, the first two might be really obvious to you,
but how they benefit is the money piece.
You wanna be able to show this world and these people or these companies or these groups
or institutions or whoever it is that you're serving, how they will benefit.
And, from an internal, that clarity marker that I was talking about, and for your focal
point, the benefit of serving others is what ultimately will keep you going.
So, it's great for you to do things that make you happy and I want you to do things that
make you happy.
But, when you have a necessity, and you feel as though you're doing it for other and you're
able to share it and be clear about that, that is gonna keep you going when stuff gets
When stuff gets tough.
So, I wanna switch back, show you my face again, and I wanna talk a little bit about,
well how do we put that sentence together?
Now, at this point, I could just give you the sentence, but, but, after teaching thousands
of people how to do this and watching the agony and the struggle and the iterations
that they go through, I wanna give you a little story, so that you can in advance realize
the challenges that you're probably gonna face when you pull this together for yourself,
and I wanna help you avoid it.
So, I have a client, he's a coaching client, a one on one coaching client.
He enlisted my services to help him in his search.
When somebody does that, they get a handful of sessions with me, and we either talk on
the phone or we go through the computer and we do the Google Hangouts or something like
that, or we meet in person if they're geographically near me.
This guy happened to live in my town, so, we were going to meet for lunch for our first
And, before the first session, for anybody that works with me, there's some homework
you gotta do.
You gotta gather some thoughts about yourself that usually takes people a little longer
than they think, but there's a little soul searching that I want them to do, they go
through all the stuff, we get together in the first session.
So, he and I are meeting for lunch, we sit down at the restaurant, we sit down at the
table, we order, we ditch the menus, and we're sitting there and the first question that
I ask him, as we begin, 'cause I wanna see what I'm working with here, I said to him,
"Tell me what you do, and tell me what you do, and tell me as fast as you possibly can."
So, he starts talking.
And he's talking, and talking, I don't interrupt him, I wanna see how long he'll go before
he takes a breath.
Well, about 10, 10-12 minutes into this, I say, "Okay.
Stop, stop, stop, stop, stop, stop.
I said, "As fast as you can."
He says, "Well I was, there's a lot to tell you."
I said, "Well, you can't introduce yourself that way, no one's gonna allow you talk for
10 or 15 minutes about who you are and what you do."
So, he said, "I want you to tell me in one sentence."
He says, "I can't tell you in one sentence, I can't tell you in one sentence."
I say, "All right Mr. Smarty Pants, tell you what?
Let's go for one sentence.
I'm gonna ask you three questions and I want you to answer me in as few words as you possibly
So, he says, "Okay."
So, I asked him, "Okay, what are you?"
And he said, "I'm a CIO."
And I said, "Stop."
And then I said, "Okay.
Who do you do that for?"
And he must have thought this was a trick question, I said, "Who do you do that for?"
He said, "Well, companies."
I said, "Okay, stop."
And then I said, "Okay.
And what do they get out of it?"
He says, "Well, when I work with them, I'm always optimizing their systems and the staff
and whatever, and we're creating solutions that either usually generate revenue for them,
help them generate revenue, or reduce their costs.
So, basically, I try to increase profits."
I say, "Okay, stop.
Write that down.
Write that down.
Just write down what we just said, just those words."
So, he writes that down and here's what it looked like, three minutes later.
So, I'm a CIO who helps companies optimize their IT resources, so they can increase revenue
and reduce cost.
That was it.
Took us just a couple of minutes to create that very nice, very crisp introduction.
Call it a pitch, call it a headline, call it your one sentence, call it whatever you
But, let's take a look at this, because I wanna decompose this for you and I wanna get
your hamster running about how this applies to you.
So, the first part here, I'm a CIO.
Okay, he's a CIO.
You might be a business analyst, a financial analyst, a mortgage broker, a Senior Vice
President of sales, a sales leader, sales manager, sales executive, whatever you might
So, that's kind of the front part.
Who helps, all right, so he helps companies.
He could've said, manufacturing companies, healthcare companies, he could have said,
small companies, startup companies, fortune 500 companies, whatever it might be, he could
have said groups, he could have said educational institutions or whatever it might be for you.
The entertainment industry, the market, the whatever.
Optimize their IT resources.
Okay, that's his key thing.
That's specifically what he does as a CIO.
And what does that lead to?
So, they can, so the companies can, increase revenue and reduce cost.
Now, we could have said, increase profits, but I think we wanted highlight for him that
he's a strategic CIO.
So, we want companies who are looking at him, to understand that he can actually focus on
helping them generate revenue, not just reducing cost which is real stigma with CIO's for him.
But, I wanna say this a few times, so they can, so they are, so they are able, so they
needs the be in your pitch, because the so they is telling your audience or whoever it
is you're introducing yourself, what you are enabling the world to do.
So, your beneficiaries, your companies, your groups, your people, your employees, your
customers, your whatever.
What are you enabling them to do?
What do you think mine is?
What are you doing here?
I'm helping you with your careers.
I want you all leading rewarding careers.
That's what gets me out of bed every day.
That's what really gets me excited on Thursdays.
Because I know you need me and that's why I'm here.
So, I am, my mission is to enable you to lead a more fulfilling career.
So, what are you doing?
What is it?
So, start to think about that.
All right now, I wanna take you back and I wanna tell you what actually happened to this
So, we get done with this, we get done with this and then we go through some other very
painful exercises about PIM and self-awareness and his why and all the requirements and things
that he needs.
We get his resume in order, that's next, right?
First you wanna work on yourself, then you wanna work on your resume, we get that thing
polished up, we sling it onto the world, all of sudden immediately, he starts getting interviews.
He goes to an interview for a company he really loves, and they're interviewing a few other
candidates, so it's very much in process, it's very much in play, he goes through like
He interviews with the HR department, he talk to the CTO, the CFO, the COO and now he is
schedule as a last round to go meet the CEO for an hour.
And, coincidentally, I think there were three other candidates and my guy was last.
My guy just happened to be last in the process, and so, he was going to meet the CEO.
He gets into the room with the CEO, CEO shakes his hands, they both sit down.
CEO opens his portfolio, he looks at him, just deadpan face and says, "Tell me what
Not, tell me about yourself.
Not walk me through your resume.
Not what are you gonna do to the department when you get here.
Tell me what you do.
Now, I'm sure, at this moment my client is thinking, "[inaudible 00:11:49] genius."
Or, he's probably not what he was thinking, he's probably thinking, "I better not fumble
But, but, he says to the guy, "Well, as succinctly as I can say it, I'm a CIO who helps companies
optimize their IT resources, so they can increase revenue and reduce cost."
And he stops.
And then he stops.
And, the CEO, who I'm absolutely certain is a colorful, funny guy, and probably a wonderful
sense of humor, closes his portfolio, stands up, starts walking toward the door.
I almost wish I was sitting in the room, because I'm absolutely certain my client, the color
from his face probably went ash white and he broke out into a sweat.
And, he turns to the CEO and he says, "What did I say?"
And the CEO looked at him and he said, "The right thing.
The right thing.
And, the job's yours if you want it."
And then as the color started to probably come back to my client's face, the CEO went
on to say, "Because anybody who is that clear about who they are and their goals in life,
and what they do for the companies they work for, is gonna be a great employee.
And, and, I'm also guessing with that clarity, you are not gonna need a lot of time from
me and that's very important because I'm very busy and I need my people to be able to run
their units on their own.
So, the job is yours if you want it."
Now, I've come to know, the CEO sits back down, they probably kicked it for another
30 minutes, but there's a lot of reasons why you have this, and I am not saying you're
gonna get hired in 18 words, but, this is an important element.
We talked about a couple of ways that you can use this, obviously there's lots of ways
to introduce yourself, emails, LinkedIn headlines, in person, whatever it might be, and that
internal clarity marker, so don't overlook the value of this simple sentence for yourself.
Okay now, if you like this step, I mentioned earlier when we started that there's a three
part video series.
There's a video series that I created about a year and a half ago, and I've tinkered around
with the titles, I think I've settled on, Five Steps To Career Success.
It's in the job description of this video.
It's free, it's on the YouTube channel, you can just click it and go watch it.
And, it takes you from this elevator pitch or headline, and it moves you through your
why and confirming your why and testing your why and creating your requirements, so that
you can assemble a virtual environment for yourself that you'll be successful in.
And, it's a great series for people who are just starting out in their careers.
It's a great series for people who are changing careers, and it's also a darn good series
for people who just simply wanna change jobs but wanna make sure that they're doing the
right stuff, they're investigating it properly and all that good stuff.
So, no matter who you are.
It's a good watch.
So, I hope you take me up on that.
Now, if you guys are still here, you 171 one of you, if you're loving this, click the thumbs
Share the video, share the video, and put your comments in the chat, I'm gonna go look
I can see it going feverishly, zipping on my screen here, but I don't look at it when
I'm taking 'cause I get distracted.
Now, if you are somebody who is listening to this in the future on my podcast, on one
of the podcast platforms, I'm letting you go here, I wanna say so long, and until next
week have fun.
And if you want more along these lines, then head over to the YouTube channel and look
up this video on how to create your elevator pitch.