Elevator pitches: Get your message across in 5 floors or less - Civilian Jobs, Military to Civilian transitions, Jobs for Veterans - Navy Times

Elevator pitches: Get your message across in 5 floors or less

You’ve got to sell yourself as a job candidate in the time it takes to get from the ground floor to the fifth — two or three minutes, sometimes less.

Hence, the “elevator pitch.”

It can happen anywhere. A chance encounter in a coffee shop may take a professional turn, or a formal networking event or a job fair can open the door. It may begin with a simple greeting. “So, tell me about yourself.”

You probably won’t get a job offer in the elevator, but this is a chance to start a conversation, to put yourself on the map. And here’s how it is done.

First floor

As you step into the “elevator” — as the conversation begins — be prepared with the main ideas that make up your pitch, said Chris Westfall, author of “Five Great New Elevator Pitches” (Amazon Digital Services, August 2011).

The goal here is to look beyond the résumé, to bring out the real meat of your accomplishments upfront. The first words out of your mouth will tell the story of your successes, not just your military occupational specialty. In short, tell a war story.

“The first instinct is to jump out with name, rank and serial number,” Westfall said. “But the real key is to show what you can do, how you have worked with, through and for others. How have you been of service? How have you created outcomes for your commanding officer? Those are the things you want to emphasize.”

Second floor

Ask a question. You’ve got to know what they need, where they are hurting.

“What are their biggest problems, and how can you solve them?” says Adam Hoeksema, author of “Elevator Pitch Toolkit” (Amazon Digital Services, December 2011). “You may feel like you need to just spit out everything you are good at, but you can fail to spit out the things they really want to know about.”

Yes, this is going to eat into your pitch time, but it is hardly time wasted. They already know about you, so it’s time to forge a relationship. Without some interaction, the whole effort will fall flat. “The more questions you can ask, that’s where the real benefit comes in. It prepares you to follow up later, and hopefully you have asked enough questions to do that follow-up effectively,” Hoeksema said.

Third floor

Follow with a story. Share a quick anecdote that shows how your experience lines up with the company’s needs. “That sounds just like the time I …”

These nuggets can come from work, community, family — any place where your particular skills have shone through. “It is something that will make them say, ‘Tell me more,’” Westfall said. “You are trying to be specific enough to be interesting but general enough to generate that interest.”

Fourth floor

This is the time to amp it up. You’ve made a good impression. Now make it great. This person has to walk away wanting to know you better. Smile. Make eye contact. Show genuine enthusiasm for the stories you are sharing. And lose the jargon. It’s always hard to shed the military lingo, but it’s crucial here. “If you grandma or your mom can understand your pitch, that is probably a good rule of thumb,” Hoeksema said.

Fifth floor

A firm handshake is required, but a firm handshake with a direct “ask” is what seals the deal.

“The easiest thing for them to say yes to is an invitation — an invitation to talk further: ‘Would you like to sit down and have coffee with me?’ A simple invitation is a logical extension of the conversation,” Westfall said.