Framework for the “Elevator Situation”
Step 1 – Kick-off
“Wow, <name>, it’s great to meet you…”
You initiate the communication.
Step 2 – Icebreaker
“I greatly admire your work at <organization>.”
A bit of flattery can break the ice. VIPs are human, too.
Step 3 – Status
“My name is… I’m a/the {role} at {organization}.”
Allow your listener to “peg” you.
Step 4 – Value proposition
“I/we have developed a {thing/project/product/model} that would be extremely useful to your efforts in [xyz area].”
Convey that you have something to offer that aligns with the self-interest of your listener.
Step 5 – Unique selling point
“Our approach is different because {hint at your secret weapon}.”
Something intriguing about your approach.
Step 6 – Validation
“We already have {mention existing success / supporters / demand}.”
Instill confidence and increase interest.
Step 7 – Action
“Who on your team would be a good person for me to contact about this?”