top of page

EXPRESS Elevator Speech: Start with a Question, then . . .

Updated: Mar 27

Elevator Speech

Your WHY and, another Question.

The Ultimate Goal of an Elevator Speech is a Conversation

with someone who has a sincere interest in knowing more about your products and/or services, how you work, and what it cost.

The Immediate Goal, especially when one-on-one, is to DIS-Qualify!

Everyone is a not a prospect. You are not going to purchase from everyone delivering their Elevator Speech. Don’t waste major time, theirs or yours, on minor possibilities. This is mandatory if that one-on-one time to “network” is limited, such as networking before a program commences.

When someone asks, “What do you do?” The Formula for the EXPRESS Elevator Speech is: Question – Your WHY – Question. FREE EXPRESS Elevator Speech Template HERE

Imagine someone just asked me that question. I’ll give my response as an example. Put the verbiage in your world.

My Question “Thanks for asking! I’m going to answer your question by asking you one.

Have you ever been in an audience watching and listening to a speaker and thought to yourself:

‘Boy, that guy is good. He is really good. He’s articulate, entertaining, and obviously has a passion for what he’s doing. I’m really getting a lot our of his presentation.

Man, I wish I could do that.”

(I pause for those words to be absorbed. Then, with a ‘little attitude,’ I continue.)

“I’m the guy they hire to develop, practice, and deliver presentations like that.”

At this point they may say, “Wow! I need what you offer. When can we get together so I can learn how you work?” If that’s the response, we’ll set a time and date to have a conversation.

If they don’t respond with a statement like that, or one that says, ‘I have no interest in doing that, which would end the conversation, I need to Go-for-NO, and say:

My WHY (Simon Sinek’s WHY) “Everyone who hires me knows: ‘Speaking Opportunities are Business, Career, and Leadership Opportunities.’

My Second Question You don’t know anyone who wants to improve their public speaking and presentation skills, do you?”

At this point the person I’m responding to either affirms they, or someone they know (a referral!) needs my offering, or we part ways. I prefer the prospect, but “No” is also acceptable.

Start using the EXPRESS Elevator Speech formula when in one-on-one situations where someone asks, “What do you do?” and I guarantee your response will be absolutely, positively – NO SWEAT!


Pausing is a key component of presenting.

About the Author Fred E. Miller is a speaker, an international coach, and the author of the books, “NO SWEAT Public Speaking!” and “NO SWEAT Elevator Speech!”

Businesses, Individuals, and Organizations hire him because they want to improve their Networking, Public Speaking, andPresentation Skills.

They do this because they know:"Speaking Opportunities are Business, Career, and Leadership Opportunities."

They also know:We perceive really great speakers to be Experts. We like to work with Experts.

He shows them how to: Develop, Practice, and Deliver Fantastic Presentations! with – NO SWEAT!


  1. Keynote Speaker

  2. Workshop Facilitator

  3. Breakout Sessions

  4. Personal and Group Public Speaking and Presentation Coaching

  1. Crafting Your Elevator Speech, Floor by Floor with – NO SWEAT!

  2. We are All Self-Employed!

Subscribe to my YouTube ChannelPodcast Channel, and connect with me on LinkedIn and Facebook.

If you have any comments, questions, or suggestions about this post or other posts please contact me:

Thank  you for your continued support. It is greatly appreciated!


bottom of page