PO Box 37
Arlington, MA 02476



I’ll Lose My Ticket

After watching me gleefully disappear down Mount Sunapee’s Sunrise Glade (expert, double diamond, with trees) in 6″ of new powder last Thursday, my brother is understandably eager, a few minutes later, to get a look at the sign that scares me off an intermediate trail.

“We can’t go that way,” I mumble.

“I’ll lose my ticket…”

And it’s true.

For me,

Sunapee is all about the speed.

Tuck and go on groomed, wide-open cruisers.

I can’t ski slowly.

Never gonna happen.

Not at Sunapee, anyway.

And I don’t want to lose my ticket.

So to avoid the indignity of Upper Ridge I turn right and disappear over the headwall onto Upper Blastoff.

No speed limit here!

And it gets me thinking about your Elevator Pitch.

Because the typical Elevator Pitch creates a slow selling zone.

Not as intentionally as Sunapee’s slow skiing zone.


But just as maddeningly frustrating.

Because many people think that their

Elevator Pitch

Has to attract everyone.


An effective Elevator Pitch starts the right conversation

With the right people

At the right time.

For them.

In fact, with sharper focus, you’ll get more qualified prospects faster.

And what do we mean by focus?

It means replacing the general term for the thing you do

With the actual thing you do.

For example:

I solve business problems becomes:

I improve cash flow for small businesses

I help companies promote from within

I create WOW customer service

I create strategic marketing plans becomes

I help companies create email newsletters

I help companies get great results from direct mail

I develop lists of people that companies can market to

Specifics are the fastest way to speed up your Elevator Pitch results.

What are the specific results you get for your clients?

2 comments on “I’ll Lose My Ticket

  1. I help people take control of their career and change their lives.

    PS Skied at Bretton Woods Weds and Cannon (Mittersill too!) Thursday this week. Fantastic!

    Maybe I should say I help people conquer the “black diamond slopes” of their career!

    1. Hi Suzanne,
      Thanks for posting! Those are great ski slopes as well. Glad you had a snowy vacation!
      If you’d been at the talk on Tuesday I would have pushed you to define “take control of their career.” For example: does that mean they got a new job, or got a promotion at their current job, or went off on their own and started their own business?
      I’d ask the same question of “Change their lives.” Are they making more money? Happier in their relationships? More relaxed? Finding more hours in their day?
      Specifics are engaging. Talk about what changes people actually see rather than a generalized description of it.
      Happy Networking!

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