Elevator Pitch

Elevator Pitch

An Elevator Pitch is a succinct and persuasive sales pitch. It short be short and to the point.

It is important to keep your elevator pitch short and concise, probably 2 sentences long. 

Include 

(1) Your specific target market. 
(2) What specific benefits and results you achieve for them (not product) based on their problems or pains.

It is also important to make this sound conversational.

I once learnt a great technique to help with delivering your elevator pitch.

This was phrased as having:

3 Elevator pitches instead of 1

Instead of saying everything at once, the elevator pitch should be split into three stages.

You only move onto the next stage if the Lead has shown enough interest to listen more.

(1)

Know:  -  Explain what they absolutely need to know about your service/product . 

For example: "CoSign is the leading digital signature solution."

(2)

Understand:  - Then there is the second phase which is called UNDERSTAND. Only move to this stage if they were interested by your opening KNOW statement. In this section you explain what they need to know to understand exactly what you do, who for and the benefits & value you offer your clients.

An example is “ We assist Government Agencies in the US go paperless, automate their business processes whilst maintaining high levels of security and complying with industry regulations".

(3)

Engage:  Only if they show interest do you move to the third stage which is to engage with them.

This is usually achieved with a short and simple open ended question in order to find out if they are interested in discussing this with you in more detail.

An example is to ask: - “Is this something you are interested in learning more about?”.