Impactful Introduction

Deconstructing 7000 Years Old Secret from Hindu Mythology

Whether we all effectively use it or not, most of us know what an 'Elevator Pitch' is, or at least heard about it in some or other context. Elevator Pitch is an immensely powerful arm which should be part of anyone's arsenal, who is operating in the contemporary world. It's also a great tool for promoting your Personal Branding. Whether you are a working professional, an entrepreneur or a professional who has one's own practice. We all have the need to collaborate with somebody else, in some aspect for expanding our effectiveness and reach. In this fast-paced world, we don’t know when we would chance upon the opportunity, where an effective and short introduction, that would create a lasting positive impression in others’ thoughts.

For those of you who never heard of it, it can be best explained in the words of Dr. Todd Dewett, who is one of the most in-demand leadership keynote speakers in the world.

That's your very brief, informative, and somewhat compelling story of who you are as a professional. The basic structure is simple. You'll create a summary label, define where you've been professionally, where you are currently and a little about where you're going. You'll do all of this in 15 to 20 seconds. Think of this as a quality, verbal extension of your business card. It provides much more information than a business card and much less information than your full resume.

Recently I was explaining this concept of Elevator Pitch and its benefits to one of my friends, who just has hung his military uniform up and is pulling his socks up for exploring career options in the civilian job market. After the couple of days, while reading one of the great Indian epics, Valmiki Ramayana (the story of prince of Ayodhya, Rama, written by Sri Valmiki Maharshi, in Sanskrit,) I found one of the best and fascinating 'Elevator Pitch' which was written about 7000 years ago.

The story of Ramayana goes on something like this. Rama, the prince of Ayodhya - the hero of the story, obeying his father's dictate, forgoes the thrown and walks into the forest with his wife Sita and brother Lakshmana. Ravana, the king of Lanka - the main villain, abducts Sita to his place, when Rama and Lakshmana were not at the hamlet. Now not knowing what happened to Sita, Rama and Lakshmana are roaming around in the forest in search of Sita. On their way, Jatayu on it's deathbed, reveals the truth that it is Ravana who abducted Sita. Both brothers move towards south, to garner their army to wage a war with Ravana. Kabanda mentions Sugreeva, the king of Vanaras, is the right partner with whom the royal bothers should make friendship with, to have the right prowess and army, to fight Ravana. Now both the brothers are walking along the Pampa lake, in search of finding the way to meet Vanara king Sugreeva. Sugreeva sites Rama Lakshmana from far and fears his brother Vali has sent them there, to kill him. Hence, he orders his minister Hanuman, to intercept them to spy their intentions, so that he and his troops could take appropriate action. Hanuman guises himself as an ascetic and approaches the royal brothers.

Our main point of interest comes when Hanuman, for the first time meets the brothers and starts talking to them. First, Hanuman aptly greets them and in moderate tone, starts praising them, their physique, the way they were walking around, and on the quality of their bow and arrow, based on his observations. In between, multiple times Hanuman also questions them on the reason for them being there. He then introduces himself and purpose of his visit by saying "I spoke so much, but you both never spoke a word. Sugreeva, the king of vanaras is a righteous person and is a great warrior. He is grieving because he got ditched by his brother Vali and is moving around the world to safeguard himself. Sugreeva, who is head of vanaras, is incredibly wise. I came to you because he ordered me to come to you. I am a Vanara name Hanuman. Always righteous Sugreeva is seeking your friendship. I am son of Vayu, a monkey, and Sugreeva's minister. I can take any form I wish for. I can go to any place I wish to go. I came here in front of you from Rishyamooka, in the guise of an ascetic to appease my King." After introducing self, he kept silent, waiting for response from them.

Now let us dissect, what I consider as 'Hanuman's pitch perfect Elevator Pitch' and see how we can reverse engineer this for constructing a modern-day Elevator Pitch, which we can use. Hanuman's Elevator Pitch had three major constituents, which worked best, when executed in right way.

· Setting the Stage Right

· Pitching Your Pitch, and

· Follow up to know your new friend

For applying this age-old wisdom into the modern-day context, let me assume I am a Operations Professional from hotel industry, with 25+ years of leadership experience, and see how my Elevator Pitch can be structure following Hanuman's pitch.

Setting the Stage Right

Gauge Before You Stage: Even before being in front of Rama Lakshmana, Hanuman observed each and every movement of them meticulously. He gauged their physical built. Based on his knowledge and experience, he could judge their lineage. He also could gauge having their friendship would save his master Sugreeva from his brother Vali.

In day to day life, you encounter so many strangers. You don’t need to introduce yourself with an 'Elevator Pitch' to everyone you meet. Before introducing yourself to someone you need to gauge whether you find them interesting and you see the possibility of, them becoming a valuable addition to your network. It may be in the form of a friend, a client, potential employee, a future employer, a supplier, or an investor. But, for sure you should sense a positive personal or professional connection.

Pleasant Approach and Finding the Common Ground: Hanuman prostrated to the brothers and started praising them, their stance, and their arms, before he even started his introduction. By doing so, he cooled them off and brought them into right frame of mind.

First hit a right chord, with your approach, with the right kind of greeting. Start and continue the conversation with the right tone of voice - not too loud, not too weak. Look for something you both have in common or do something to bring them into right frame of mind, so their entire attention is on what you are saying. May be asking them the reason why they are there and hinting on the reason why you were there also could be a good starter.

Pitching Your Pitch

Start With Where You Are Now: While introducing, Hanuman first introduces his master Sugreeva and his qualities. He then talks about Sugreeva's present situation, his fears or weaknesses, his strengths, and his status in the society.

While introducing yourself, it is always better to introduce self from the place of strength. Talk about the organization you represent at present or talk about the profession you are in. Talking about the organization you presently represent gives you the instant credibility. (Caution: Sometimes it may not, because of the perception in the marketplace. Pitch it wisely.) Edify the organization or profession strongly, but briefly. (Maybe talk about a weakness!!! if situation really warrants and makes it necessary - In Hanuman's case talking about Sugreeva's weakness was the dire necessity.) Talk about the organization's status in the marketplace.

In my case a good pitch would go "Marriott is a brand leader offering most powerful portfolio in the industry with 30 brands and 7000+ properties in 131 countries".

Reason Your Networking: Explain the reason why you want to connect with the stranger. Hanuman explains why he came in front of Rama Lakshmana and why he wants to connect with them. He explained Sugreeva wants them to be his friend. Hanuman didn’t say "Sugreeva wants to you to be his friend, because with your help Sugreeva wants to kill Vali and regain his lost wife and kingdom, so that he can rule again." He just said "Sugreeva is seeking your friendship."

Explain the purpose of your introduction. Always the best purpose is 'to have openness for the next meeting'. Don't have ulterior motives or expect instant gratification. Relationships are built one step at a time and strengthens over the time. If you both could have an openness for the next meeting, that would enhance the possibility of building the relationship to the next level.

Introduce Your PPF While Edifying Yourself: Hanuman was humble, authentic while introducing himself, but has not shied away in talking about his uniqueness. He talks about his lineage, even though he is disguised in the form of an ascetic, he talks about he being Vanara - a monkey, but at the same time, does not miss out on mentioning his uniqueness in the taking up a chosen physical form or going to the desired location, irrespective of its distance and coming back. Even though not explicitly mentioned in words, if we read between the lines, we clearly see Hanuman's aspiration of taking Rama Lakshmana to his master Sugreeva for bonding their friendship.

Being authentic is one of the biggest stress relievers, because you don’t need to remember the falsified covers you wore at different occasions with different people. It gives you enormous freedom of being comfortable beneath your own skin. Always portray your authentic self. Give a short insight about where you are from, your Past career history, Present Organization, and your Future aspirations. Each human has their own uniqueness. Identify your uniqueness and don’t shy away from talking about the value you are adding to the organization.

My pitch would go "Right now, I work with Marriott as the Regional Operations Director and my expertise is in Operations Management, especially in benchmarking and Technology roll outs with minimum downtime. Eventually I am keen on moving into CXO roles, preferably in manufacturing industries"

Clarify Doubts Before They May Arise: Hanuman expects that the brothers may have a doubt, "Why this person looks like an ascetic, but tells he is a monkey?" So, even before they ask, he clarifies that he took the form of an ascetic, because his master wanted him to do so.

There may be times people may have some doubts on the authenticity of your introduction. This doubt may arise because of the context - the outfit you wear, or the place, or association, or the juncture of life you are in. Anticipate that doubt and address it before hand, so no doubts are left.

Here, I am anticipating a question, 'why you want to move from Hotel Industry to Manufacturing Industry?'. To clarify their doubt, in advance and to communicate I am looking for change of industry is because of downfall of Hotel Industry during COVID-19, by saying "as hotel industry is volatile because of the recent pandemic."

So, in entirety my pitch would be "Marriott is a brand leader offering most powerful portfolio in the industry with 30 brands and 7000+ properties in 131 countries. Right now, I work with Marriott as the Regional Operations Director and my expertise is in Operations Management, especially in benchmarking and Technology roll outs with minimum downtime. Eventually I am keen on moving into CXO roles, preferably in manufacturing industries, as hotel industry is volatile because of the recent pandemic."

Follow-up to Know Your New Friend

After introducing self, Hanuman kept silent and waited for Rama Lakshmana to respond.

In your case you can give a long pause, with cuing body language, encouraging others to speak about them. Or if the other person didn’t open mouth, you may ask some probing questions about their career, or share your visiting card or contact details and express them your eagerness to connect next time. The best way to be in touch is by offering them to support in your area of expertise, if they need any help.

By following these footsteps of Hanuman, while strategically delivering your 'Elevator Pitches' you will not only hone skills on telling your crisp career story, but eventually end up with quality connections that would expand your network for long term mutual win-win.

Now come out with your own Elevator Pitch and use it, tweak it, and again use it till you gain the explained benefits, and to market your Personal Branding. Revisit it once in a year to do necessary changes to leave a lasting positive impression in the minds of all interesting strangers you meet.