The Articulate CEO

Neil Armstrong... R.I.P.

“Honor his example of service, accomplishment and modesty, and the next time you walk outside on a clear night and see the moon smiling down at you, think of Neil Armstrong and give him a wink.”

With these words the family of Neil Armstrong acknowledged his passing and cemented his legacy.

Neil Armstrong was a soft-spoken engineer who became a global hero when as a steely-nerved pilot he made “one giant leap for mankind” with a small step onto the moon. The modest man, who had people on Earth entranced and awed from almost a quarter-million miles away, but credited others for the feat, died Saturday. He was 82.

Armstrong commanded the Apollo 11 spacecraft that landed on the moon July 20, 1969, capping the most daring of the 20th century’s scientific expeditions. His first words after becoming the first person to set foot on the surface are etched in history books and the memories of those who heard them in a live broadcast.

“That’s one small step for a man, one giant leap for mankind,” Armstrong said.

An estimated 600 million people — a fifth of the world’s population — watched and listened to the landing, the largest audience for any single event in history.

Parents huddled with their children in front of the family television, mesmerized by what they were witnessing. Farmers abandoned their nightly milking duties, and motorists pulled off the highway and checked into motels just to see the moonwalk.

Afterward, people walked out of their homes and gazed at the moon, in awe of what they had just seen. Others peeked through telescopes in hopes of spotting the astronauts.

“I am, and ever will be, a white socks, pocket protector, nerdy engineer,” he said in February 2000 in one of his rare public appearances. “And I take a substantial amount of pride in the accomplishments of my profession.”

Armstrong’s modesty and self-effacing manner never faded, nor will his memory.

Now You're Talking, Manager

In the following article by BRW's Leo D'Angelis Fisher I, along with Jon-Michail and the Chief Executive of the Australian Institute of Management Susan Heron, discuss the problems plaguing executive communication in Australia.

 

 

The Golden Rules of the 'Elevator Pitch'

Elevator pitches remain as critical as they have ever been - perhaps even more so given the increasingly short attention span we all seem to have. Here then is some good advice on how to create your own elevator pitch from Toby Marshall at Lead Creation.

1. A great ‘Elevator’ provides just enough information to hook the listener in and spark a conversation. It is just the beginning, not the close; think lead generation not sales.

2. It should be short—10 to 20 seconds. Our attention spans have become shorter due to fast-paced city living and Social Media.

3. Practice it by speaking out loud and standing up—never just write it and read it to yourself. Say it again and again in front of a mirror; then with colleagues or friends. Say it 20 times and you’ll then know it enough to improvise and vary it so it comes alive and doesn’t sound stale.

4. An ‘Elevator’ is not just for sales people or business owners. It’s also for people who have jobs and want better ones—that’s most of the population!

5. A great rule of thumb is to only use your ‘Elevator’ when asked the question. If you walk up to someone and start talking about yourself it’s usually a big turn off; most people would say something like “so tell me about you.”

6. Sell yourself, not your product or business. The other person needs to be interested in you before they will buy anything from you. The old adage that ‘People buy from people they like’ still rings true for B2B marketing

7. Elevators are never about closing a sale, despite the name ‘pitching’. In this Social Networking age, blatantly selling is less and less acceptable. Even at Chamber of Commerce meetings—a pure business setting—I run a mile from people who are all about themselves. Life’s too short!

8. It’s NOT your cold calling script (if you are still foolish enough to be doing cold and not ‘very warm’ calling!)

9. Use pauses to emphasize; it is not a race to get the words out. Vary your tone as speaking in a monotone bores people—it’s very common though, possibly because they themselves know the words are boring!

10. If you are in a business setting, think about how you can help the prospect achieve their goals. That may be the breakthrough you are looking for with your lead generation—thinking about the implications for them?

Note that there is nothing in the above about providing a case study. In my experience they will ask me if they are interested, once they have heard my ‘Elevator’. Also, including studies that are meaningful makes it too long, and you are likely to see their eyes start to glaze over! Just have a couple ready to go in case they ask, though.

The above rules will help you see much better results with your lead generation in all types of social and business settings; learning to change the pitch depending on who you are speaking to, and where you are speaking to them, is a huge advantage to you and your business.