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Small Message, Big Impact: The Elevator Speech Effect Hardcover – August 30, 2012

by Terri L. Sjodin (Author)

31 customer reviews

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—

“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.

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Editorial Reviews

Review

“The ability to deliver efficient, effective, and compelling communication is a core value within the Goldman Sachs 10,000 Small Businesses educational program. Small Message, Big Impact has been a wonderful resource in supporting the 3 minute rocket pitches within the curriculum we designed for growth-oriented business owners.”

—PATRICIA GREENE, Paul T. Babson Chair in Entrepreneurial Studies and National Academic Director, Goldman Sachs 10,000 Small Businesses Initiative

“We never could have launched our company without a carefully planned elevator speech. Terri Sjodin shows you how to master yours so you can attract investors, market your company, and succeed wherever you go.”

—ALEXANDRA WILKIS WILSON and ALEXIS MAYBANK, cofounders of Gilt and bestselling coauthors of By Invitation Only

“There’s no better way to jump-start your personal brand than with a well-prepared elevator speech. And there’s no better expert to show you how than Terri Sjodin.”

—DAN SCHAWBEL, founder of Millennial Branding and author of Me 2.0

“Small Message, Big Impact is an insightful yet practical book. 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

“Whether you’re advocating for a community cause or pitching a business idea, Sjodin’s creative tools provide a framework for speaking with clarity and confidence.”

—ANDREA RENO, Senior Director of Brand Development and Compliance Marketing Communications, YMCA of the USA

“Small Message, Big Impact is an easy-to-read, easy-to-apply guide for making a positive first impression and communicating with impact.”

—CATHY McMORRIS RODGERS, U.S. Congresswoman (WA)

About the Author

Terri L. Sjodin is the principal and founder of Sjodin Communications, a public speaking, sales training, and consulting firm. For more than twenty years she has served as a speaker and consultant for Fortune 500 companies, industry associations, academic conferences, CEOs, and members of Congress. She lives in Newport Beach, California.

Product details

Hardcover: 240 pages
Publisher: Portfolio; Revised edition (August 30, 2012)
Language: English
ISBN-10: 1591845483
ISBN-13: 978-1591845485
Product Dimensions: 5.7 x 0.8 x 8.5 inches
Shipping Weight: 12.8 ounces (View shipping rates and policies)
Average Customer Review: 31 customer reviews
Amazon Best Sellers Rank: #871,399 in Books (See Top 100 in Books)
- #858 in Books > Business & Money > Skills > Running Meetings & Presentations
- #3757 in Books > Business & Money > Skills > Communications
- #3938 in Books > Business & Money > Business Culture > Motivation & Self-Improvement

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Customer reviews

3.7 out of 5 stars

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Jennie E Ritchie

Terri has done it again! Inspiring and Impactful Book!

January 2, 2018

Format: Audible AudiobookVerified Purchase

Small Message, Big Impact is filled with time-tested principles and examples from cover to cover! After reading Scrappy, I became a huge fan of Terri's and this title did NOT disappoint!! This book not only gives insights into what motivates people, but time-tested principles on how I can be successful in a variety of speaking realms, from the elevator speech to engaging presentation. Terri walks the reader through specific examples of great elevator speeches and breaks down the elements in a way that anyone can follow and craft a persuasive elevator speech. I found many parts of her book that jumped out at me, encouraging me to get out there and get going and providing info on 'behind the scenes' preparation that can give me a 'leg up'! This book is fantastic for anyone in sales, management, speaking....anyone who wants their message heard. Terri has done it again! Thank you, Terri, for making a difference in my presentations and my life.

One person found this helpful

Comment

A Business Game Changer

June 28, 2018

Format: HardcoverVerified Purchase

As a speaker, I’m more prone to the long, detailed version of a business story! After reading Terri Sjodin’s game-changer, Small Message, Big Impact, I get it. Really get it. There’s real magic in having that super-concise, amazingly engaging quick pitch that gives others the eagle’s eye view of what you do and why it makes sense to connect with you. She breaks this concept down in such a way that I immediately had some ah-ha moments that will lead me to not just put these practices in place in my own business, but definitely recommend her message to others. For anyone ready to build some momentum and create big impact – this is a great read. Thank you, Terri for turning on some “lights” – I loved it!

Comment

Small Ideas, Big Page Count

August 4, 2013

Format: HardcoverVerified Purchase

This is not a book intended to help you create snappier elevator pitches, but a 200 page brochure for the author's training practice.

The first 60 pages are devoted to Terri's background, including a story of how she snagged a sales appointment with a big client and then trying to whet our appetite to learn more about elevator pitches by lecturing on how important they are (we know, that's why we bought the book. Get on with it!)

When she does get on with it, she breezes through the instructional nuggets carelessly, spouting not deep wisdom based on expertise but worn-out ideas you could read on any blog. Chapters about how to capture the audience's attention are short, with an inane list of techniques like tell a story or share a startling statistic. Ideas like this are too small to fill a chapter, so she adds a lot of stories (often based on TV shows - she appears to watch a lot of TV!) and side comments to stretch a simple idea to cover 10 pages.

There is very little attempt to build practice examples into the book so you finish each chapter not knowing how to do anything different. The examples she uses are either generalized, so you cannot model them, or are clearly boring and inept - like a three-minute talking brochure.

I was deeply disappointed by the lackluster effort on this one. Packaging ideas is a challenge that requires a deep understanding of rhetoric, human motivation, storytelling and so on. Terri's ideas are an inch deep. Don't buy this book. You'll be disappointed and won't learn anything you can actually use.

35 people found this helpful

Comment

Perfect condition! Got it really fast

October 23, 2015

Format: HardcoverVerified Purchase

Perfect condition! Got it really fast. I love this book. Well written for those of us needing help to condense our ideas to a blurb! Thank you

2 people found this helpful

Comment

Marci M. Lambert

November 25, 2017

Format: Kindle EditionVerified Purchase

Whelp. There's one bit of good advice: write your pitch and practice it. This book had a ton of padding, and it used Bill Cosby, Jenny McCarthy, Ronald Reagan, Tom Cruise and the guys from Entourage in the examples. I don't think this book is for me.

Comment

Douglas Cranmer

Good content, author's writing style not preferred for me

August 21, 2013

Format: Kindle EditionVerified Purchase

The author shares good insights into how an "Elevator Speech" can be an effective tool. Checklists and forms are presented to help making craft your elevator speech easier. I don't agree with the the author's theory of "Elevator Speech Effect" being something unique or unexpected from giving an elevator speech, it's a trickle down effect (action>result) that is only possible having given the elevator speech. While good content, there was a bit too much trite phrasing that seemed repetitious. A worthwhile read, but felt that the book dragged a bit.

One person found this helpful

Comment

September 16, 2013

Format: Kindle EditionVerified Purchase

I loved every page of this book. Most people tend to talk so much and say so little. This book demonstrates how to talk "little" and say much. The message is so needed. This book will dramatically improve your ability to communicate effectively. Buy this book and read it today. You'll be glad you did.

4 people found this helpful

Comment

December 9, 2017

Format: Kindle EditionVerified Purchase

Some good ideas but would be much better if it were reduced to 20% of its current length.

Comment

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