Want Funding? Practice Your Elevator Speech

I've seen it time and time again. You're at a networking meeting. People introduce themselves. You turn to your partner and say, "I still don't understand what he does."
If you can't describe what you do and the value you provide, you'll forfeit funding, business partners, and new clients.

In a study by the University of Maryland's business school, they concluded that the business plan will not do much for attracting interest from venture capitalists. The reason is that they won't read all that documentation.
One venture capitalist said he'd rather hear the evidence in PowerPoint slides or in somebody's presentation.

Investors don't want to read a 50 page plan. They will read an "elevator pitch" executive summary. If that's well developed and well delivered they'll continue to read.

Mr. Goldfarb, from the University of Maryland business school, agreed that entrepreneurs should write a "150 word elevator pitch and to practice with anybody who will listen.

When I work with business clients, the first thing we do is to set a clear objective.
For example, is the outcome to be invited to a second stage meeting?
The second step is to profile the audience.
The third step is to write a clear elevator pitch or summary of the presentation.

Only after that elevator speech is clear, concise, and focused, can we begin to pare down the presentation and deliver a compelling case.

Smiling: An Asset or Liability?

A smile can be your greatest asset or a liability-especially if you're a woman. Flashing those pearlie whites can dazzle an audience. Think Julia Roberts. Her smile lights up her face and has become her signature.

Too often speakers mistakenly believe that to be professional you must be serious. Actually, the opposite is true. It takes confidence to smile and show expression. If you're too serious you'll appear nervous. In fact, the absence of a smile can be downright intimidating. One executive I coached was perceived as aggressive and arrogant.. Why? Because he showed no facial expression. He listened with a deadpan expression. It was chilling. We had to teach him to show teeth. When he started to smile he was able to connect with people. Smiling warms up the audience making you more approachable.

But smiling can also be a liability. Grinning like a Cheshire cat or plastering a non-stop smile on your face smacks of insincerity. When smiling is genuine you can see it in the eyes. Smiling too often can be more detrimental for women than for men. Women need to strike a balance between a serious expression and a smile. Excessive smiling can be perceived as subservient, people pleasing, or lacking confidence. Smiling is also situational. It's inappropriate, for example, to smile when announcing layoffs. Trying to break the tension with humor can backfire in that situation. Maintain a serious demeanor to demonstrate empathy and respect for the employees.
So to show you mean business-get serious. To connect and engage your audience- smile. When you smile and look somebody in the eye you acknowledge their presence. A smile says, "I see you. You're important. I care.". Your smile is your gift.

The Healing Power of Words

During my last Science of Mind class we had to give yet another presentation from the podium. One of my classmates approached the platform and before he began he said,
"I really need the support of everybody here." He disclosed that this would be difficult for him.

As I watched him, he appeared confident and knowledgeable. When he returned to his seat I said, "What are you talking about? You were great. I didn't see any evidence of nervousness. You have nothing to worry about." He grabbed my hand and I could feel it was sweaty.
He shared that my words meant so much to him, especially because I was a speech coach.
He said my words gave him confidence.

My intention wasn't to deliberately boost his confidence with words of encouragement. I was honestly flabbergasted that he felt this way since we had been giving class presentations last year. The only sign of nervousness was his sweaty palm. My advice?
Don't shake hands immediately after the presentation. (Just joking).

It made me realize once again the power of our words to change lives. Words can elevate people's spirits, infuse them with confidence, bathe them in love. In these times of transition you may not have money to pay somebody's mortgage or be able to give someone a job. But you have a gift that is more powerful than anything tangible-your words. Your words can heal.

You can change a life today. Give the gift of your words.