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Small Message, Big Impact: How to Put the Power of the Elevator Speech Effect to Work for You Hardcover – June 1, 2011
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''... Small Message, Big Impact is an insightful yet practical book that addresses the growing challenge of communicating a vitally important message in a very short time period. If your job depends on persuading others, you'll find yourself inhaling the contents and breathing easier because your message will have more traction and you'll persuade more people to take purposeful action.'' --Gerhard Gschwandtner, founder and publisher, Selling Power Magazine
''Recognizing the importance of being an effective communicator, Small Message, Big Impact is an easy-to-read, easy-to apply how-to guide for making a positive first impression and communicating with impact.'' --Cathy McMorris Rodgers, U.S. Congresswoman (WA-05)
''...This book is the definitive how-to for the all-important three minutes that will help get your foot in the door. It will show you how to take your elevator speech from the ground floor all the way to the top!'' --Harvey Mackay, author of the #1 New York Times bestseller Swim with the Sharks Without Being Eaten Alive
''Whether you're advocating for a community cause or pitching a business idea, Terri's creative tools provide a framework for speaking with clarity and confidence while making it easy to envision the impact of a well-designed elevator speech for the right effect.'' --Andrea Reno, director of special projects, YMCA of the USA
''Small Message, Big Impact absolutely helped me organize my thoughts around a new umbrella brand that we're developing. Interesting how the principles from the elevator speech can be transferred to a much bigger context.'' ----Joe Calloway, author, Becoming a Category of One
About the Author
Terri Sjodin is the principal and founder of Sjodin Communications, a public speaking, sales training and consulting firm. For over twenty years, Terri has served as a speaker and consultant to an impressive list of companies, industry associations, academic conferences, CEO's, and Members of the United States Congress. She is the author of New Sales Speak: The 9 Biggest Sales Presentation Mistakes and How to Avoid Them (Wiley). Terri lives in Newport Beach, CA
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Top Customer Reviews
Author avoids using manipulation or tricks to accomplish the intention. She uses "Monroe's Motivated Sequence" formula as providing structure to the 3 minute elevator pitch - which means that most people, when presented with a clear challenge will shift into a natural problem solving mode. The sequence contains 5 distinct steps: 1) Gain attention, 2) establish need for change, 3) Satisfy need with a solution, 4) Visualization - project audience into future where they can see themselves enjoying the benefit, 5) Action Step - or close where you tell your audience what you want them to do today.
* Book is full of anecdotes, stories and real life experiences that keep this book lively and readable.
* Each chapter is tightly summarized and transitions nicely to the next. It is well written.
* A number of resources are available to the reader including exercises, templates and web access to additional tools.
I highly recommend this book to readers involved in for-profit and non-for-profit enterprises.
Some memorable passages:
"...life is busier, more crowded, and more competitive. We must earn the opportunity to be heard in today's market...people have little time to spare. Rivalry is rampant, whether from companies offering the same products or services as yours..."
"...I've found that it takes approximately 3 minutes to establish rapport with someone and build an intriguing message. Plus a person will usually give you that amount of time if you asked for it"
"...the point is you don't have to score on every play, just advance the ball."
"...I often see people make the mistake of being overly informative rather than persuasive. The data-dump syndrome is one of the most common pitfalls..."
This one cuts to the chase right away, and I found myself placing bookmarks and taking notes within minutes of starting the first chapter.
There is a nice mix of personal anecdote and broad takeaways useful for people in any profession, whether seeking VC investments like myself, or a sales person simply looking to score the next appointment.
The author breaks the elevator pitch into a series of 6 key points:
Body (3 Main Points)
and breaks those topics even further into different types of styles and formats, such as how to be creative while still staying on point and keeping your audience engaged.
While I gleaned a lot about pacing and building a solid pitch, it would've been great to see a bit more detail, especially in the form of personal examples, but overall I'm very happy that I was given an opportunity to review this book. My single biggest take away wasn't necessarily how to format a pitch, but how to have an arsenal of pitches at your disposal, ready for use at a moment's notice. I also appreciated that Terri didn't sugarcoat the elevator pitch as an easy home run. It works, but it takes guts, which she certainly has in abundance.
Don't waste your time or your money on this. Read Michael Port if you're looking help on your elevator pitch, or Dan Kennedy, or sales books... and trust your self... get passionate about what you're doing and share your passion then remember to have a call to action.
Most Recent Customer Reviews
but it certainly gets the point across
so everyone can understand it.Read more
Good quick read, but many of the principles taught in the book are found in books on public...Read more