Friday, April 30, 2010

Elevator Speak - - What Not To Say.

Riding in an elevator this week I ran into a lawyer I used to know a little bit. In the space of about 25 seconds of small talk he made two thoughtless remarks. His second remark left me at a loss for words.

Afterwards I realized that his carelessness came from his own current state of mind and could have landed on anyone. I just happened to be the one in the elevator with him at that moment.

Some marketing people focus on elements like elevator speeches. When coaching lawyers about marketing and business development, I keep coming back to the importance of building relationships and using relationship skills. This incident made me think again not about elevator speeches but about relationship skills.

Take a look at your personal interactions and your relationship skills, regardless of whether you are talking with someone on an elevator or elsewhere. Are your interactions positive or negative? Are you a bucket filler or a bucket dipper?

For more on the power of positive interactions, see Rath & Clifton's classic How Full is Your Bucket?

I wonder how that lawyer's relationship skills are serving him in his effort to rebuild a book of business.

If you would like coaching to work on your relationship skills, or your 15 second self-introduction/elevator speech, please contact me.