In the world of networking, the perfect opportunity to make a lasting connection can come at any time—an elevator ride, a hallway conversation, or a casual chat over coffee. That’s why James Brown, Chief Xchange Officer of The Xchange Zone, believes it’s essential to always have a compelling introduction at the ready. During his engaging session, Elevate Your Elevator Pitch at the TAA ONE Conference, Brown helped attendees rethink how they show up and share their story, with practical tips to make every encounter count.
Brown began by easing the pressure that often comes with trying to make a “perfect” first impression. “People don’t know what you’re going to say, so it can’t be wrong,” he explained. Instead of striving for a flawless pitch, Brown encouraged participants to focus on being prepared, present, and genuine. A strong elevator pitch, he said, simply communicates who you are, what makes you unique, and why someone might want to keep the conversation going.
But introductions don’t start the moment you shake hands—they start with preparation. Brown shared that doing a little pre-meeting research can go a long way. Whether it’s reaching out through LinkedIn or reading up on a person’s background, showing up informed creates a warmer, more personal interaction. “Find something—anything—you might have in common,” he said. “Even something as simple as both loving dogs can be a great icebreaker.”
When it comes to crafting your pitch, Brown advised starting with a clear understanding of what makes you different. “Everyone has their own unique DNA,” he said. “Sure, someone can read your bio online, but your story, when told in your own voice,will resonate far more.” And that story doesn’t have to be set in stone. In fact, Brown emphasized that your elevator pitch should shift and evolve depending on your audience and the situation. The goal isn’t to impress; it’s to connect.
Of course, making a strong introduction is only part of the equation. What you do next matters just as much. Brown stressed the importance of following up in a thoughtful, non-pushy way. “Don’t ask for something right away,” he advised. “Establish the relationship first. I usually just say, ‘Let’s chat soon,’ and go from there.” He also suggested keeping track of key details about new connections—what they’re interested in, how you met, and even snapping a quick photo together (if it feels natural) to help jog your memory down the line.
To wrap up, Brown shared a personal story from his days as a collegiate track athlete, when he competed against Olympic gold medalist Carl Lewis. “I never lost a race against Carl,” he said with a smile. “Because before I stepped on the track, I defined what winning meant for me—and I achieved it.” That mindset, he explained, applies just as well to networking. When you know what success looks like on your own terms, every connection can be a win.
Brown’s session was a powerful reminder that introductions don’t need to be perfect—they just need to be real. With a little preparation, a clear sense of self, and a willingness to connect, your elevator pitch can open doors in the most unexpected places.