Your Handshake Speech

- Booker T. Washington

We live in a fast paced world. Few people have the time to listen to a stranger more than ten seconds after they are introduced to peak their interest to continue the conversation. You must develop a ten second "pitch" that tells a person your message; what you do and how your product or service is unique and able to help them. All in ten seconds.

The more succinct you make your message, the better it will be and the more likely that it will make an impression on your listeners. The purpose of your message should be just enough to catch your audience's attention. It is your verbal business card to be given every time you meet someone new.

Your message should be a grabber that makes people want more information about you and your product or service. If it's short and grabs their attention, it gave you the opportunity to build the conversation about your business. In ten seconds your message must explain: (1) who you are (2) what you represent, and (3) why you make a difference.

Most people are not accustomed to promoting themselves, they don't know what to say or what they do say is understated or ineffective. Practice your message and make it second nature for you to recite on a split seconds notice.

Determine what qualities you have that make you a star and what features does your product or service have that makes it groundbreaking. Write a message that will captivate the media to send your message for you. Let them make you famous.

· When developing your message, some things to take in account are:

· What is most interesting or unusual about you and your business?

· What makes it memorable?

· How did you get into this business?

· What about it excites you most?

· What are your strengths?

· What do you provide for people that know you and your business?

· What motivates you?

· What's on your drawing board?

· What makes people stop, listen and especially say "WOW"?

In drafting your message, write down the reasons why what you do is unique and why your target audience need to listen to you. Identify what is special about you and your work and use colorful words to describe it. Obviously, you cannot include all of the above points in your message. Use it as a way to get your creative juices flowing about your business and just start writing. You can always go back and tweak your statement.

Since your message is to be used as your verbal business card, you must make the introduction attention grabbing. Incorporate your message in all of your written materials as well as your verbal calling card. Incorporate it into letters, mailers, announcements, brochures, ads, internet forum signatures and chat rooms, forms, questionnaires and applications. Use it in everything that you do. Think of it as your ten second advertisement.

After you have drafted your message consisting of no more than five sentences, read it aloud several times and revise things that sound awkward. Fine tune it until you feel comfortable delivering it. Trust your ear. Read it to others to get their opinions. Consider the things that they suggest.

Read it again and again until it is believable to you and you feel comfortable delivering it. When you believe your message, others will also. You will also sound more comfortable and confident and convincing.

Time your message and see how long it takes you to recite it. If it is much more than ten seconds, revise it to make it as close to ten seconds as you can. However, don't cut it so much as to water down your message. Use your key words to your advantage.

Practice, practice, practice. In front of a mirror. On video. On audio tape. In your car. In the shower. In front of everyone that you know. Repetition will polish your message until it shines.

When you are giving your message, be sincere, maintain eye contact and smile. Not some big goofy grin, but a nice warm smile that conveys confidence, assurance and conviction. Show people that you believe in yourself and your message. Project your expert status with authority, excitement and passion.

Passion and excitement are contagious. Your audience will feel it and feed off of it and want to share your feelings with others.

Repeat your message at every opportunity you get. Always have some marketing materials with you such as business cards or brochures to hand distribute with your message. Repetition will reinforce name recognition, brand identity and it will build confidence.