PO Box 920559
Needham, MA 02492



The Masked Elevator Pitch

I’m working in my yard yesterday morning as my kids leave earlier than usual for school, so I have to wave and smile at the tinted glass windows as our minivan backs out of the driveway.

I don’t know if my kids can see me through the tinted glass.

Still, I wave and smile

Because… if they see me, they’re happy I was saying goodbye.

If they don’t, well, at least they didn’t look up and see me not waving.

And it gets me thinking about your Elevator Pitch.

Because it’s important to share your message a bunch of different ways, even (and especially) if it seems like people aren’t listening.

In the theater, we call them “smilers.”

This one particular night we were doing a performance of “Funny Girl.”

There was no energy from the audience. No response. To anything.

I was nervous about meeting my fans afterwards. Had I really been that bad?

Much to my surprise, my fans gushed over how much fun they’d had.

I guess they just weren’t verbalizing it.


It’s a good lesson.

Because your business network is much the same.

Months later people tell me they enjoyed reading a particular article in my newsletter.

Occasionally people will mention that they follow my updates on LinkedIn.

One follower heard about one of my webinars on Twitter.

I get great referrals from people I met years ago.

It’s not from doing one thing.

It’s from doing everything. Over time.

Which doesn’t mean that you literally have to do everything.

It does mean you have to do something.

A few somethings.

Consistently and persistently.

  • Publish a newsletter.
  • Attend a networking event.
  • Post updates to LinkedIn.
  • Call someone you haven’t talked to yet this year.

Even if you don’t get an immediate response.

Because people are paying attention.

And they will respond over time.

That’s how you develop the real value in your business network.

Here are five things you can do to keep in front of your business network.

2 comments on “The Masked Elevator Pitch

  1. Smilers. It is a great reminder. Thank you.
    As a therapist, I often deal with silence or a flat affect.
    My new ( additional) elevator speech answer could be:
    I help people laugh.

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