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Small Message, Big Impact: The Elevator Speech Effect
“Whether I’m pitching a potential client or creating a blockbuster ad campaign, I’m always thinking about how to make the message smaller so the impact will be bigger. Terri Sjodin has codified the science of getting this right.” —Linda Kaplan Thaler, CEO of The Kaplan Thaler Group and best-selling coauthor of The Power of Small and Bang! You’re at the airport waiting for a flight, burning time by checking your e-mail. Then you spot the CEO of a company you’ve wanted to connect with for ages. He’s also waiting for his flight. Your flight! Should you walk over? What would you say? We’ve all been there. An opportunity presents itself and you have one chance to share your important message. The clock is ticking. And in this age of information overload, no business skill is more essential than being able to connect with others quickly, whether in a one-on-one meeting or in front of thousands of people. Acclaimed speaker and consultant Terri Sjodin defines an elevator speech as a brief presentation that introduces a product, service, or idea. Its purpose isn’t to say everything about your topic—just to intrigue and inspire the listener to want to hear more. And Sjodin suggests you expand your vision of what it can do. “Don’t just think of an elevator speech as a generic tool you use in chance moments—consider the concept as a strategy to manage multiple talking points and to communicate more complex ideas as well.” Her bestselling book is an entertaining, practical guide to making your message concise, compelling, and effective. She reveals, for instance, how to:
Build a convincing case using six of the most consistently effective arguments. Incorporate unique illustrations to bring your message to life. Speak in your own authentic voice; the art is in your delivery!
In this newly updated edition, Sjodin offers her time-tested strategies and advice, including simple outlines, worksheets, a sample elevator speech, evaluation forms, and much more. Whatever your goal, you can learn to craft a fresh, brief, convincing message that generates tangible results.
Build a convincing case using six of the most consistently effective arguments. Incorporate unique illustrations to bring your message to life. Speak in your own authentic voice; the art is in your delivery!
In this newly updated edition, Sjodin offers her time-tested strategies and advice, including simple outlines, worksheets, a sample elevator speech, evaluation forms, and much more. Whatever your goal, you can learn to craft a fresh, brief, convincing message that generates tangible results.
240 pages, Hardcover
First published May 1, 2011
54 people are currently reading
471 people want to read
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Displaying 1 - 30 of 51 reviews
September 7, 2012
This book may look very simple since we all think we know how to deliver an elevator speech, but how many people actually go through the discipline and give lot of thought in crafting one.
There is lot of work that goes into an elevator speech.
The reason I like this book is that it is so simple, practical and so necessary. Without an elevator speech, you can't even get to the next step in anything, whether it is sales, relationship, fund raising, commitment, etc.
I know lot of people will dismiss this book as a quick read. I think this book should not be read quickly, but practiced till you have mastered.
The only criticism I have is that does anyone have time to listen to you for three minutes? You be the judge and see if you can do it in less that three.
One thing that is becoming important is that success today is dependent on who can communicate clearly, quickly and with impact. I think what is in this book will certainly help you.
There is lot of work that goes into an elevator speech.
The reason I like this book is that it is so simple, practical and so necessary. Without an elevator speech, you can't even get to the next step in anything, whether it is sales, relationship, fund raising, commitment, etc.
I know lot of people will dismiss this book as a quick read. I think this book should not be read quickly, but practiced till you have mastered.
The only criticism I have is that does anyone have time to listen to you for three minutes? You be the judge and see if you can do it in less that three.
One thing that is becoming important is that success today is dependent on who can communicate clearly, quickly and with impact. I think what is in this book will certainly help you.
December 1, 2015
Cool book on creating and delivering an important message in a short time. The whole material can be summarized into 10 steps. These are suggested by the author when you want to develop a short speech that has a big impact. Here are the steps:
1. First determine exactly what you want your speech to achieve.
2. Examine your scenario and prepare in advance as much as you can.
3. Draft your core outline and structure the speech to some extent so you stay on point.
4. Make sure your speech passes the "So what?" test. - My favorite idea.
5. Don't forget to tell your listener which actions to take next.
6. Get creative by bringing stories into your speech.
7. Be authentic and speak in your own voice.
8. Write out your speech at first then eventually move on to index cards.
9. Practice makes perfect.
10. Seek out opportunities to speak.
This book was really enjoyable to read. Don't get fooled by the light tone of the book, the material has depth if you look closely into it. I like how the author gave a clear structure for making your own elevator speech. It might seem a little bit too limiting but it's also necessary to start simple before you improvise. Overall great book if you're doing video creation, presentations or sales.
1. First determine exactly what you want your speech to achieve.
2. Examine your scenario and prepare in advance as much as you can.
3. Draft your core outline and structure the speech to some extent so you stay on point.
4. Make sure your speech passes the "So what?" test. - My favorite idea.
5. Don't forget to tell your listener which actions to take next.
6. Get creative by bringing stories into your speech.
7. Be authentic and speak in your own voice.
8. Write out your speech at first then eventually move on to index cards.
9. Practice makes perfect.
10. Seek out opportunities to speak.
This book was really enjoyable to read. Don't get fooled by the light tone of the book, the material has depth if you look closely into it. I like how the author gave a clear structure for making your own elevator speech. It might seem a little bit too limiting but it's also necessary to start simple before you improvise. Overall great book if you're doing video creation, presentations or sales.
July 27, 2014
This book was on the recommended reading list for my entrepreneur class. In this class we're supposed to write a business plan for an existing company, or a new one that we come up with ourselves.
Although, realistically, this book centers around speech and how to grasp the first and possibly only opportunity, there were a lot in this book that was still relevant. And by relevant, I don't only mean for my specific assignment, but for any time that I need help and guidance when working on different kinds of communicating-projects, be it with college or real life.
The chapters were simple, relatively short and easy to understand. Sjodin told several stories to further explain her points, which made it easier to understand and to properly remember it. I quite enjoyed the diversity in the book as well. Aside from the stories, there were lists, questions directed towards the reader, forms to fill out as well as areas to answer questions and not to forget mentioning: Sjodin made the reader think.
I especially liked the one picture illustration. First, Sjodin told an example. Then listed the wrong way to do it, following with this:
Illustrating the right way to work with a referral. I believe it was around this time the "warning: no stalking!" part was as well. After being at college, then sitting at the public library, reading this book, that tiny, little part made me smile.
Now, I don't believe that Small Message, Big Impact is a book that you should hurry through. And it's easy to explain why. The chapters follow a specific pattern. How to get started, how to push through, and had how to perfect your new abilities. The book takes you through the journey of developing your elevator speech, and it's so well written and informative that it wouldn't take you more than a day to go through it all, word for word.
It's consistent throughout, and Sjodin really knows what she's talking about. I think personally, that this book has helped me quite a bit. And by that I mean that it's covered it pencil marks and that it's been barfed upon with colorful post-its.
I admit I feel more secure on certain business certain aspects thanks to this books. Will definitely go back to it if I ever need to brush up on something.
Although, realistically, this book centers around speech and how to grasp the first and possibly only opportunity, there were a lot in this book that was still relevant. And by relevant, I don't only mean for my specific assignment, but for any time that I need help and guidance when working on different kinds of communicating-projects, be it with college or real life.
The chapters were simple, relatively short and easy to understand. Sjodin told several stories to further explain her points, which made it easier to understand and to properly remember it. I quite enjoyed the diversity in the book as well. Aside from the stories, there were lists, questions directed towards the reader, forms to fill out as well as areas to answer questions and not to forget mentioning: Sjodin made the reader think.
I especially liked the one picture illustration. First, Sjodin told an example. Then listed the wrong way to do it, following with this:
Illustrating the right way to work with a referral. I believe it was around this time the "warning: no stalking!" part was as well. After being at college, then sitting at the public library, reading this book, that tiny, little part made me smile.
Now, I don't believe that Small Message, Big Impact is a book that you should hurry through. And it's easy to explain why. The chapters follow a specific pattern. How to get started, how to push through, and had how to perfect your new abilities. The book takes you through the journey of developing your elevator speech, and it's so well written and informative that it wouldn't take you more than a day to go through it all, word for word.
It's consistent throughout, and Sjodin really knows what she's talking about. I think personally, that this book has helped me quite a bit. And by that I mean that it's covered it pencil marks and that it's been barfed upon with colorful post-its.
I admit I feel more secure on certain business certain aspects thanks to this books. Will definitely go back to it if I ever need to brush up on something.
May 28, 2014
Notes:
Small message, big impact
- define your intention
- "Follow your bliss and the universe will open doors where there were only walls." Joseph Campbell
- you don't have to score on every play, just advance the ball
- Monroe's motivated sequence
Attention, need, satisfaction visualization and action
- develop your message for a shark
- devote about 30 seconds to each segment: the introduction, the body with three points, the conclusion and the close
- arrange it in such a way that it is clear the listener needs you to meet their goals
- your arguments must pass the "so what?" test
- Learned to synthesize a great deal of data to create keep persuasive elements in your speech
- avoid distracting body language, instead use 6 point star: a way to align your body positioning with the key points of what you're saying
most effective speech support is a story (connects facts to the heart)
- Polish comes from practice, charisma comes from conviction
- 1. Identify your most desirable target
2. Do homework to customize your approach
3. Employee door creative scrappy strategy to gain the listeners attention
4. Deliver your well-crafted persuasive elevator speech
5. Have fun with it
6. Speak in your own voice
- write your speech out long. Then transfer the outline and key phrases to a 4 x 6 index card. Then practice at least 10 times before you actually give your elevator speech to someone. Walk with it before you run with it.
Small message, big impact
- define your intention
- "Follow your bliss and the universe will open doors where there were only walls." Joseph Campbell
- you don't have to score on every play, just advance the ball
- Monroe's motivated sequence
Attention, need, satisfaction visualization and action
- develop your message for a shark
- devote about 30 seconds to each segment: the introduction, the body with three points, the conclusion and the close
- arrange it in such a way that it is clear the listener needs you to meet their goals
- your arguments must pass the "so what?" test
- Learned to synthesize a great deal of data to create keep persuasive elements in your speech
- avoid distracting body language, instead use 6 point star: a way to align your body positioning with the key points of what you're saying
most effective speech support is a story (connects facts to the heart)
- Polish comes from practice, charisma comes from conviction
- 1. Identify your most desirable target
2. Do homework to customize your approach
3. Employee door creative scrappy strategy to gain the listeners attention
4. Deliver your well-crafted persuasive elevator speech
5. Have fun with it
6. Speak in your own voice
- write your speech out long. Then transfer the outline and key phrases to a 4 x 6 index card. Then practice at least 10 times before you actually give your elevator speech to someone. Walk with it before you run with it.
February 22, 2014
I won this book through the Good Reads first reads program!
Terri Sjodin has truly done something novel. She has managed to write a book that concisely details what you need to do when making a business proposal, or otherwise attempting to engage someone in a remarkably short amount of time. This, the elevator speech (so called because you should be able to deliver it in the time it takes to take a trip on the elevator), is a business strategy that is the essence of short and sweet.
The chapters explain just how to write it, the back of the book has the outlines needed to draft one of your own, and there's an index for easy searchability. The book couldn't have been more clearly laid out and easier to understand. Everything you need is there, and more than that, it worked.
After reading the book I followed what it said and gave two (!) presentations to local businesses. I got both jobs, and couldn't have felt better. This book, for me, is a keeper and something very good to reference from time to time.
Terri Sjodin has truly done something novel. She has managed to write a book that concisely details what you need to do when making a business proposal, or otherwise attempting to engage someone in a remarkably short amount of time. This, the elevator speech (so called because you should be able to deliver it in the time it takes to take a trip on the elevator), is a business strategy that is the essence of short and sweet.
The chapters explain just how to write it, the back of the book has the outlines needed to draft one of your own, and there's an index for easy searchability. The book couldn't have been more clearly laid out and easier to understand. Everything you need is there, and more than that, it worked.
After reading the book I followed what it said and gave two (!) presentations to local businesses. I got both jobs, and couldn't have felt better. This book, for me, is a keeper and something very good to reference from time to time.
April 20, 2014
Nice discussion of elevator speeches - why you need to create and use them, how to do that, and how to rate your performance. What are elevator speeches? They are one to three minute speeches designed to present yourself and your idea or product and to progress you toward a goal, like a future business meeting. There are other books that delve into similar territory. This one is short. The author knows her subject and she understands her various audiences -- sales and non-sales, experienced and new speakers -- and I think she delivers her message succinctly. Since I'd heard a lot of this before, I appreciated the brevity and focus, while I can see where she put short sections in for the newbies. And she understands that this is one tool to progress you toward an ultimate goal. This is also one of the few books I've downloaded the sample forms from. They are well done and useful. I was surprised that there weren't more than a couple of full examples of elevator speeches, but she describes them well enough throughout the book that you really don't need more.
September 12, 2012
Fantastic guide. I won it on Goodreads First Read giveaway and for some reason thought that it was going to be limited to just those off the cuff "elevator speeches" but it actually had more information regarding vital communication skills. In fact, taking the message within the book could be helpful from first impressions to planned and even canned speeches. The author has most certainly taken the time to research the psychology behind communication and the reaction to such speeches as those she refers to in her book. I appreciated the simplicity and recognizable tactics utilized for the skills that she is encouraging, so that anyone would be able to access them. I think that limiting the advice to just elevator speeches might be limiting her target audience, but all in all I highly recommend it.
May 11, 2020
The Audiobook is read by the author herself and unfortunately I must say that I prefer deeper voices. I heard of the elevator speech before and I really like the concept of it. It's on the top of my to-do list to implement at least one good elevator speech in my communication. If you heard of the method before the summaries at the end of each chapter are really useful. Maybe it's even enough to just listen to the summaries if you are in a rush and if you have the possibility to borrow it from the library like me. After I finished the audiobook I went back to the summaries and wrote down notes. But if you never heard of the elevator speech effect I would recommend to listen/read the whole book. The examples and explanations are easy to understand.
July 18, 2020
Good book that focuses on the single topic of the importance of elevator speeches. Thought it was going to be crafted more around application to business marketing but was much broader. Would recommend for anyone looking to advocate for themselves more or who is responsible for sharing a common message. Will definitely develop some for self. Was able to get some good content out of the book but not necessarily the best written book I’ve read.
July 19, 2016
Way too much unnecessary stuff, and long-winded examples in general. If you are on budgeted time, read the last three chapters only and you'll get the main points.
Glad I listened to this one, so that I could do other stuff simultaneously. Both voices/reading were annoying, though, and the guy in particular had this cheesy, cringe-worthy American ads thing going on, ugh.
Glad I listened to this one, so that I could do other stuff simultaneously. Both voices/reading were annoying, though, and the guy in particular had this cheesy, cringe-worthy American ads thing going on, ugh.
July 8, 2017
This book would probably be better read than listened to. The narrator was not enjoyable.
August 20, 2016
Nothing new here. Good advice for the clueless, but if you're anything other than that, find a better book.
September 30, 2023
Giving a long message is not a tough undertaking. However, conveying a brief message while also having little time available is a difficult challenge.
The advice provided in the book "Small message, Big impact" is quite helpful. This is the rationale behind why I always make a reference to it before a speech. I was reminded of the tactics before and throughout my talk. so that I could convey a strong message.
I recommend this book to everyone, regardless of age, experience level, or level of competence. Try it. This works as an ongoing coach.
The advice provided in the book "Small message, Big impact" is quite helpful. This is the rationale behind why I always make a reference to it before a speech. I was reminded of the tactics before and throughout my talk. so that I could convey a strong message.
I recommend this book to everyone, regardless of age, experience level, or level of competence. Try it. This works as an ongoing coach.
September 30, 2023
Giving a long message is not a tough undertaking. However, conveying a brief message while also having little time available is a difficult challenge.
The advice provided in the book "Small message, Big impact" is quite helpful. This is the rationale behind why I always make a reference to it before a speech. I was reminded of the tactics before and throughout my talk. so that I could convey a strong message.
I recommend this book to everyone, regardless of age, experience level, or level of competence. Try it. This works as an ongoing coach.
The advice provided in the book "Small message, Big impact" is quite helpful. This is the rationale behind why I always make a reference to it before a speech. I was reminded of the tactics before and throughout my talk. so that I could convey a strong message.
I recommend this book to everyone, regardless of age, experience level, or level of competence. Try it. This works as an ongoing coach.
February 20, 2023
This book has interesting concepts on how to start the conversation. Sure the book is a bit dated these days (Quotes and references from previous Business and other celebrities), but the fundamentals are still sound.
Terri provides clear direction on the concepts and examples throughout the book, which I found particularly useful. So if you are nervous about meeting up with Business Leaders and provide them your thoughts, this will be a great book to read to learn how you would go about it.
Terri provides clear direction on the concepts and examples throughout the book, which I found particularly useful. So if you are nervous about meeting up with Business Leaders and provide them your thoughts, this will be a great book to read to learn how you would go about it.
November 26, 2017
Did not love
Whelp. There's one bit of good advice: write your pitch and practice it. This book had a ton of padding, and it used Bill Cosby, Donald Trump, Jenny McCarthy, Ronald Reagan, Tom Cruise and the guys from Entourage in the examples. I don't think this book is for me.
Whelp. There's one bit of good advice: write your pitch and practice it. This book had a ton of padding, and it used Bill Cosby, Donald Trump, Jenny McCarthy, Ronald Reagan, Tom Cruise and the guys from Entourage in the examples. I don't think this book is for me.
February 23, 2018
An easy read with some great tips. Terri lays out a simple and effective pan for building effective 3-minute presentations to both individuals and groups, along with clear benchmarks for assessing yourself and your pitch.
Favourite line: "Charisma comes from certainty."
Favourite line: "Charisma comes from certainty."
March 4, 2023
Content is "dry" but it was a necessary read for the competition that I was in. I feel like it could have been cut in half if it was straight to the point on a lot of things. But that's my honest review.
April 8, 2019
Some good ideas, but pretty cheesy writing
March 24, 2020
Great book. Plenty of examples.
February 20, 2023
While dated in places, the core theme of creating a concise message and knowing when to present ideas still holds.
August 14, 2024
Pretty standard business book.
April 18, 2025
I love the book. It helped me understand how to speak to someone and find your voice.
July 18, 2025
Key ideas from this book:
* Make the presentation more persuasive than informative—avoid the data dump.
* Walk through it before you run with it.
* The goal of an elevator speech is not to tell everything, but to tell enough to get to the next conversation.
* Make the presentation more persuasive than informative—avoid the data dump.
* Walk through it before you run with it.
* The goal of an elevator speech is not to tell everything, but to tell enough to get to the next conversation.
November 30, 2012
I won this book for completing a survey after a webinar featuring Sjodin as the guest speaker. I liked what she had to say in the webinar and was excited to read the book. I was not disappointed. An easy read, Terry has a practical yet inspiring style to her writing. While it is geared towards salespeople, I feel like anyone who wants to learn to communicate more effectively and efficiently can benefit from this book. I'm always pretty nervous about having to give presentations but after reading this, I felt a boost of confidence. I will definitely be keeping this one on the shelf in my office for later reference!
August 21, 2012
A short read on the construction of a persuasive elevator pitch. Designed to be memorable and catch attention of the person you're directing it towards, and with a specific call to action in mind.
There are certainly other books about creating personal branding messages, and the elevator speech - and this one is no better or worse really. It may be better at directing the reader/user to build a persuasive statement and not just a data dump - and we could probably all benefit from that.
There are certainly other books about creating personal branding messages, and the elevator speech - and this one is no better or worse really. It may be better at directing the reader/user to build a persuasive statement and not just a data dump - and we could probably all benefit from that.
November 16, 2012
I found this to be a very useful book, so much so that I've book marked and highlighted many passages. One of my favorites, " You don't have to score on every play, just advance the ball."
Even though I'm not in sales, I know that the many tips and examples are helpful in inspiring confidence that could assist you in grabbing the listener's attention, and ultimately achieve your goal without wasting their time and yours.
Even though I'm not in sales, I know that the many tips and examples are helpful in inspiring confidence that could assist you in grabbing the listener's attention, and ultimately achieve your goal without wasting their time and yours.
October 13, 2012
I was hoping to win this book because I am currently writing a business plan for a new restaurant I want to open. I had hoped it would show me how to get my foot in the door of potenial investors.
After reading it I can see how it would be a great guide in ANY situation in which you need to get someone attention for just about any reason. The steps are very adaptable!! I highly reccomend it!
After reading it I can see how it would be a great guide in ANY situation in which you need to get someone attention for just about any reason. The steps are very adaptable!! I highly reccomend it!
July 23, 2013
I like this book because it’s about elevator speeches, keeping things short, and doing your homework. And it uses the Monroe Motivated Sequence for speech structure, a sequence I often use with my clients. If you’re looking for a way to pack a lot into a very short speech, then this book will help you. It’s got lots of worksheets and step-by-step instructions to lead you through the entire process.
September 29, 2013
This is an excellent book on the Elevator Speech, taking it way beyond the commonly conceived constraints. It provides more than just a clear structure, focusing on coaching the reader to find opportunities to use their pitch as well. It’s a useful guide for any kind of presentations, since it clearly covers the basics, guiding you towards focusing your message clearly on the audience and delivering it in appealing bite sized, but impressive pieces, with actionable impact.
Displaying 1 - 30 of 51 reviews