So, how’s your elevator pitch, revisited.

Reflecting on the Power of a Unified Narrative

In my ongoing exploration of effective brand advocacy within an organization, I’ve come to appreciate the timeless wisdom of ensuring that every member of a team becomes a passionate advocate for one’s brand. This journey has been inspired by the profound insights of thought leader Simon Sinek, as detailed in his Ted Talk or his book, “Start with Why.” Sinek’s wisdom continues to guide my belief that a unified narrative lies at the heart of a brand’s strength.

The Elevator Pitch Challenge

Imagine this scenario: You step into an elevator, and someone asks, “Tell me about our company and what makes us special or different?” You have about 30 seconds to paint a vivid picture of who we are and why we matter. It’s a deceptively simple exercise, yet it reveals the depth of our collective understanding and commitment to our brand’s essence.

Uncovering the “Why”

At its core, this exercise challenges us to articulate our “Why.” Why do we do what we do? Why do people need and love our products? Why should they choose us over our competitors? What problems do we solve? The answers to these questions form the foundation of our messaging. And when we communicate this “Why” effectively, we not only build stronger brands but also establish a consistent narrative that resonates with every individual connected to our organization. Simon Sinek’s Ted Talk, has some great examples of how to look at one’s “Why.”

Crafting an Effective Elevator Pitch

In crafting your elevator pitch, consider starting with phrases like “We’re known for…” or “You know how [state the problem], we [our solution to that problem]…” These openings create a natural entry point into the conversation and encapsulate our unique value proposition.

The 20-Person Alignment Test

What’s even more powerful is involving the entire company in shaping this narrative. When everyone contributes, there’s a sense of shared ownership, and it becomes evident how perceptions can vary. A telling experiment to gauge our company’s alignment with its elevator pitch is to ask 20 different people within our organization to articulate it. You may find that, unsurprisingly, you receive 20 different responses, revealing the gaps in our collective understanding and emphasizing the need for a unified narrative. Asking external customers will provide a similar response.

Rolling Out the Unified Messaging

Once we’ve hammered out our messaging and reached a consensus, it’s time to roll it out company-wide. Documentation is key, ensuring that everyone has a written reference to turn to when needed. We must follow up and ensure that each member of our organization can confidently respond when asked, “Tell me about XYZ.”

Incentives for Elevator Pitch Mastery

To inspire our associates to master their elevator pitch, we should consider offering incentives upon their success. A day off or a premium parking spot for a week may seem small, but it can be a meaningful gesture that reinforces the importance of this skill.

Building a Harmonious Narrative

In the end, when we’re all on the same page with our messaging, it creates a harmonious chorus that communicates a consistent narrative and, in turn, builds stronger brands. It’s a journey worth embarking on, for it aligns us all in the pursuit of our collective “Why.”

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