How many of you have heard get your 90-second elevator pitch ready? I met “The Techie” in one of my workshops. He, like many others that attend my class and workshops, ran through his pitch and wasted his moment. Right now, here and now, let me tell you: You need to abandon this technique and instead come up with a 90-second CONNECTION. Within that 90 seconds that you are going up the elevator with that individual that you think is some important decision-maker, you gotta remember he or she has heard a ton of pitches all day and every time he or she is going up that metaphorical elevator, someone is objectifying them and looking at them as a yes or no person or not even as a person at all as a thing that is either going to greenlight your project or not. “The Techie” who was used to using his data was ignored repeatedly because he wasn’t engaging the decision-makers in his process.

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