Over the last 20 years I have had many opportunities to observe sales trainers, motivational speakers, and various business communication “experts”…and I must say, you rank up there with the very best I’ve ever seen. Your enthusiasm is contagious and your energy is invigorating. Moreover, your experience, confidence and credibility shine through…you don’t just talk about selling, you actually do it! I experienced it first hand when you sold me…and that’s not such an easy thing to do
Small Message, Big Impact: The Elevator Speech Effect
by Terri Sjodin
“Whether I’m pitching a potential client or creating a blockbuster ad campaign, I’m always thinking about how to make the message smaller so the impact will be bigger. Terri Sjodin has codified the science of getting this right.” —Linda Kaplan Thaler, CEO of The Kaplan Thaler Group and best-selling coauthor of The Power of Small and Bang!
You’re at the airport waiting for a flight, burning time by checking your e-mail. Then you spot the CEO of a company you’ve wanted to connect with for ages. He’s also waiting for his flight. Your flight! Should you walk over? What would you say?
We’ve all been there. An opportunity presents itself and you have one chance to share your important message. The clock is ticking. And in this age of information overload, no business skill is more essential than being able to connect with others quickly, whether in a one-on-one meeting or in front of thousands of people.
Acclaimed speaker and consultant Terri Sjodin defines an elevator speech as a brief presentation that introduces a product, service, or idea. Its purpose isn’t to say everything about your topic—just to intrigue and inspire the listener to want to hear more. And Sjodin suggests you expand your vision of what it can do. “Don’t just think of an elevator speech as a generic tool you use in chance moments—consider the concept as a strategy to manage multiple talking points and to communicate more complex ideas as well.”
Her bestselling book is an entertaining, practical guide to making your message concise, compelling, and effective. She reveals, for instance, how to:
- Build a convincing case using six of the most consistently effective arguments.
- Incorporate unique illustrations to bring your message to life.
- Speak in your own authentic voice; the art is in your delivery!
In this newly updated edition, Sjodin offers her time-tested strategies and advice, including simple outlines, worksheets, a sample elevator speech, evaluation forms, and much more.
Whatever your goal, you can learn to craft a fresh, brief, convincing message that generates tangible results.
Scrappy: A Little Book About Choosing to Play Big
by Terri Sjodin
An uplifting guide to getting scrappy and beating the odds cites the examples of innovative, creative people who enabled their own successes through specific mindsets and strategies, identifying the practices of successful individuals and how their methods can be applied to everyday careers. By the author of Small Message, Big Impact.
Featured Keynote Programs
Small Message, Big Impact
The Elevator Speech Effect
(This can be a stand-alone special general session, breakout, or long program to follow the New Sales Speak keynote.)
Don’t just think of an elevator speech as a generic tool you use in chance moments-consider the concept as a strategy to manage multiple talking points and to communicate more complex ideas as well.
Perhaps you want to promote an idea, a project or a concept. Maybe you are looking to create a more intriguing presentation to sell a product or service that will help you access more challenging decision makers.
How do you sell, persuade or move people to action? What actually makes you a person of influence? A vital element in moving people to action and creating influence is your ability to build and deliver a thought provoking presentation.
From elevator speeches to formal sales presentations you can craft a more compelling message. One that is persuasive rather than just informative.
In this session the audience will gain an understanding of:
- How to build and deliver an effective 3-minute elevator speech
- How to develop a persuasive case outline for any length presentation
- How to re purpose your existing presentation content to create a new message
- The six most consistently effective arguments in today’s market
- The 3 benchmarks of a great presentation
How to employ the elevator speech effect and more!
The Art of Presenting Persuasively
An Overview of the “Dirty Dozen” – Understanding the 12 Biggest Sales Presentation Mistakes and How to Avoid Them
(This program can be delivered in a keynote, short program, half-day or breakout session.)
What are the 12 Biggest Sales Presentation Mistakes people make and how do you avoid them? In this “must-attend” session, Terri will show you how to build and deliver a more polished and effective sales presentation – one that is persuasive rather than just informative. The focus will be on developing verbal communication skills for greater impact with clients, including how to develop a more creative style and hot tips on visual aids, body language, closing and more. Terri will share ideas and data from her national research studies, The State of Sales Presentations 2020 & 2022.
The audience will gain an understanding of:
The 12 biggest mistakes people make when presenting and how to avoid them
How to make your presentations persuasive rather than just informative
How to sell yourself through building and delivering a strong “case” for your message
How to present more effectively, whether one-on-one, one on one hundred or virtually
How to develop and maintain credibility and a dynamic, memorable presentation style
How to avoid “strange” body language and gesturing
How to channel fear and anxiety to work for you vs. against you when public speaking and presenting
How to Build Your Persuasive Case
(This is a breakout session to follow the New Sales Speak keynote.)
Has your sales presentation become far too informative versus persuasive? In this breakout session, Terri will show you specific how-to’s for developing logical persuasive arguments in the body of your sales presentations, including strategies for handling objections. This is a roll-up-your-shirt-sleeves interactive session.
The Scrappy Advantage… It’s About Choosing to Play Big!
(This is a popular breakout session to follow the “Small Message, Big Impact” material)
In today’s competitive market, it takes more than just showing up, more than persistence, more than just having a dream to reach your goals. Sometimes you have to roll up your shirt sleeves and get a little scrappy and creative to earn the right to be heard!
In this special session, attendees will get a sneak peek into Terri Sjodin’s new book, Scrappy: A Little Book About Choosing to Play Big (Penguin Random House August 2016). The American Heritage Dictionary defines “scrappy” as “…full of fighting-spirit.” The impetus of a scrappy mindset might begin when a person (insert you) has a specific goal with a specific challenge to circumvent, most likely within a certain time frame. Terri will share research, interview material and incredible stories from a variety of people from different industries who have pulled off seemingly impossible wins or achieved crazy, fun goals. This session will give you tactical ideas to help you execute on your vision of what you can accomplish… once you decide to get scrappy.