In the world of corporate business culture, the constant thought of most business executives is this: “What’s in it for me?”. If you’re going to make a phone call, or have an off-chance meeting with these folks, you’d better be able to answer this question in 30 seconds or the executive will push the “Get Lost” button in their brain. Corporate types have been bred to “get to the point” and they expect the same from everyone they speak with.
This WIIFM mindset is often counter-intuitive for the NPO professional, who loves to dialogue about the social issues they’re supporting. The best way to be prepared for these meetings is with a well-scripted Elevator Pitch.
Here’s an extremely powerful 3-step Elevator Pitch from Tim Ferriss (author of the “The 4-Hour Work Week“):
- Establish credibility. Cite 1-2 examples of social proof like media or association with reputable companies/organizations. Do not speak quickly during an elevator pitch. Slow and calm.
- Make it clear you are not looking for money but have something of interest to discuss that would help his company (remember, WIIFM!), and then ask how you can follow up in a less hectic environment.
- Here’s the cool part: Mention something very, very hard to forget about you or your organization. Tim uses: “Just so you remember, as I know you’ll meet a million people today, I’m the world record holder in the tango. Happy to give you and Astrid a lesson sometime if the stars align.” Referring to this odd fact will be important when you follow up. Give them your card this odd fact about you or your organization handwritten on it.
If you meet them at an event or around other people, do not follow up within the next 3 days, as everyone else will. Give them at least one week and then cite the odd fact written on the business card when you call and schedule a meeting.
Here’s an example of a Non-Profit Elevator Pitch, using Tim Ferriss’ method:
“My name is John Haydon with StringPeace, the group the works with Save The Children to provide violin lessons to children in Africa. I’m not looking for money, but have some interesting ideas for your company that I’d like to discuss at a better time. How is the best way to schedule a meeting?”
Once they give you their phone or e-mail, say “thanks” and then:
“Just so you remember me, as I know you meet hundreds of people each day, YoYo Ma is our biggest fan.”
What’s your NPO’s Elevator Pitch?
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