Connect with the person in a very genuine way, create an environment within which the person feels at ease in your presence.

Bring some sense of humor into the conversation to maximize ‘breaking the ice’ and making the person feel comfortable

Show interest in the other person by asking a question or two, and REALLY listen

If asked, describe what you do in a way that has emotional impact and appeal

The purpose of the Elevator Speech is not to sell, but simply the first step in the relationship process. Exchange cards and follow up!