Elements of an Elevator Answer

1. 30 seconds long.
2. States irrefutably how YOUR COMPANY provides value.
3. Establishes credibility; how long YOUR COMPANY’s been in business, clients you have, etc.
4. Offers two or three reasons why people do business with YOUR COMPANY.
5. It ends with a call-to-action or an open-ended question.

Sample elevator answer for, “What is NAILBA?”
NAILBA is The National Association of Independent Life Brokerage Agencies and is a nonprofit trade association with over 350 member agencies in the U.S. and Canada, representing 100,000 producers who deliver more than one billion dollars in first year life insurance premiums annually. Since 1981, NAILBA has represented independent wholesale life brokerage agencies, leading the way in protecting the interests of our members. How do you think NAILBA can help you?

Your turn:
Your irrefutable statement

Your statement of credibility

Two or three reasons why people do business with YOUR COMPANY

Your call-to-action or open-ended question

Working a Hospitality Event
by Matt Hill, The Hill Group

Key Points

• Be the host the entire length of the event.
• At least one person should be near the entrance to the event at all times.
• Make your guests feel comfortable; not ignored and not over-greeted
• Have genuine conversations with your guests
• Interact with your guests. Don’t stand around talking with your colleagues.
• Drink and eat with your guests; not by yourself and not with your colleagues.
• Help your guests mingle by introducing them to other guests.
• The priority is social interaction. Let your guests bring up business and business opportunities first. No one wants to be aggressively “sold to” during one of these events.

Get something done
Take advantage of these opportunities to develop business relationships

Have clear objectives for these events

• Your role is to be a host for the event representing your company.
• Yes, schmoozing is okay, it’s an objective.
• Spend time with the invited guests, not your colleagues.
• Be territorial; have an area you’re responsible for.
• Cross-sell; escort guests around to the kiosks and meet other people.

You represent your entire company to every guest

Greet and engage guests as they arrive

Greet the guests by:
Walking up to them (be proactive about this, they may not walk up to you).
Make eye contact.
Extend your hand to shake theirs.
Say something like, “Welcome, my name is Matt. It’s nice to see you, we’re glad you’re here.”

After the greeting them, ask them a question to engage them:
“Is there someone in particular here that you’d like to meet up with?”
“Would you like something to drink or eat?”
“I want to make sure you meet up with your salesperson/rep. Who is that and I’ll take you over to them?”

Don’t pester guests by continuing to welcome them. No guests wants to be greeted over and over by the entire staff.

But do re-engage with guests who seem uneasy or are standing by themselves. Maybe they’re a little shy or don’t anybody else at the event. Here are some tips:

Be aware of these “lonely looking” people and go up to them and engage them. Ask if they need a drink or another drink or if they’ve met one of your executives, etc.

Introduce yourself or re-introduce yourself and ask them about what they do or what company they’re with.

Use this information to introduce them to other guests who might be in the same industry or have the same type of job responsibilities.

You’re still working
Even when it’s social, business protocols apply

Control your behavior

Only drink or eat when you’re doing it with a guest (in moderation), not by yourself or with your colleagues.

• FHB (Family Hold Back) - food and drink may be limited.
• Let your guests have first shot at the food (especially prawns - they go fast!)

Watch how much how much alcohol you consume; how about none?

• Club soda with a lime can look like a gin and tonic.
• Cola can look like a rum and coke.
• Non-alcoholic beer looks like regular beer (but it doesn't taste like regular beer!).

Be careful what you talk about, others might be listening and they might be competitors. It could end up being a CLC (Career Limiting Conversation).