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A common concept associated with networking is the Elevator Pitch, which many people imagine as a single, brief, high-stakes opportunity to sell themselves or their idea.
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This creates pressure that can result in canned, inauthentic conversations.
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But people don't do interviews or make job offers in elevators.
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So instead of thinking of these brief networking interactions as opportunities to sell yourself, why not reframe them as Elevator Conversations?
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An Elevator Conversation is an opportunity to tell your story and make a connection.
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It's a chance to engage organically, generate enough interest to be remembered, and plan to move the relationship forward through a phone call, email, interview, or longer conversation later.
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To be able to communicate clearly, it's helpful to reflect on a few questions before entering into a conversation:
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First, ask yourself, who will you be speaking with?
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Is it a specific person?
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Also consider, how might you be able to contribute to different projects, teams, and organizations?
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Then reflect on what unique experiences have you had?
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These could be personal or professional.
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As you learn the interests and needs of a new person, you'll be able to connect the relevant parts of their experiences with your own.
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An elevator conversation might go something like this:
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First, introduce yourself:
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"Hi, I'm an intern at Y-Triple-I."
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"Hi, I'm MB McGee.
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"I oversee hydroelectric projects at HydroLarge Engineering."
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Next, a good Elevator Conversation makes a connection to them or their organization.
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You might continue with something like,
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something like, "It's nice to meet you - I've read about the conservation work that HydroLarge Engineering Company is doing!"
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"Really? I'm glad you've heard about our work!"
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Then build on the connection:
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"I was especially interested because I've been helping our customers understand their energy use, and I started thinking about how your technology might help our customers too."
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"That's interesting, I hadn't thought about that possibility.."
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An effective Elevator Conversation should conclude with a call to action.
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You could end with something like, "I'd love to have a longer conversation about it - could I follow up with you by phone or email?"
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And you'll be surprised how often you'll hear a response like, "Sure, I'd be happy to chat more. Here's my information."
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By reflecting on your own skills and accomplishments, listening and engaging with curiosity, and looking for shared experiences and interests, you can make a good connection in a short amount of time.
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Rather than pitching yourself or your ideas, an elevator conversation is an opportunity to connect with another person, and move the relationship forward.