3. Traditional “Wisdom”
about Elevator Speeches
Be specific, intriguing, & brief
Establish your professionalism
Tell about the kind of clients you work for
Emphasize the benefit your clients get
from your unique expertise
Make people want to know more
4. But remember….
it’s not about you
• Focus on your prospective client's
world.
• Mention issues you think they may be
experiencing
5. Instead of saying
“I am a family law lawyer,”
try:
• “My name is Courtney Filer. I am a senior partner at
Start Over and Associates law firm. I am certified by the
________ as a specialist in family law. I try to protect
my client’s legal and property rights when their marriage
breaks down; and I help them deal with the many issues
that you typically find when marriages or relationships
fail.”
http://www.abanet.org/lpm/lpt/articles/mkt05063.shtm
6. Instead of saying
“I am an estate attorney,”
try
• “Hi. My name is John Goodbye and I am a wills and
estates planning lawyer at the Say Goodbye and
Associates law firm. I have more than 15 years of
experience in helping individuals plan how to dispose of
their estates in a way that will reduce taxes and ensure
as much as possible reaches the hands of beneficiaries. I
also do a lot of work helping clients with business
succession planning.”
http://www.abanet.org/lpm/lpt/articles/mkt05063.shtml
7. How to get started
• List your qualifications. Choose two.
• Think in terms of the benefits to your
clients. Use successful client outcomes
– We helped a business client
____________
– We helped an employer
_______________
8. • Write your draft
• Practice out loud
• Refine
• Practice
• Refine more
• Write a few versions: E.G. - one for
colleagues who may give referrals,
one for prospects.
Next Steps
