I used to hate the expression: “Elevator Pitch” − it just drove me crazy. But everybody is using it all over the world, so I now give up − I’m going to go with it!
The expression developed from the idea of literally being in an elevator with only one minute or less to say who you are and what you do. What would you say? I want you to keep in mind that your elevator pitch is not a sales pitch . . . it is a creative and succinct way to share who you are and what you do that generates interest in the listener.
With that in mind, here are Ivan’s 5 rules for an engaging Elevator Pitch:
1) Don’t do your pitch in an elevator! The elevator pitch is meant to be taken out of the elevator and into the real world. And, although you must practice it carefully to be able to present it cohesively and professionally, you also need to be natural. You want to rehearse not sounding rehearsed, if you know what I mean. I’m sure you’ve all seen people who, when they do theirs, you can almost envision them as being back in that elevator: you just press a button, and they are off! You want to avoid sounding staged and canned.
2) K.I.S.S. Keep it simple. Don’t try to explain everything you do in the short amount of time allotted. It will either be too much information or be too vague to be of any value. By keeping your elevator pitch simple, you have more of a chance to catch the listener’s attention, engage them with your creativity, and create interest in your product or services.
3) Remember your USP? I’ve written about this before. Your Unique Selling Proposition can serve well in your Elevator Pitch. One example of how to craft a pithy USP is to compare a bland, general statement such as “I’m a coach and consultant” to saying instead “I help people work less, make more, and create referrals for life.” This is short, powerful, and informative − the perfect combination for an effective Elevator Pitch.
4) When crafting your Elevator Pitch, consider starting out with precisely how your listener will benefit from your product or service. My good friend, Andy Bounds, calls this the “Afters.” For your Elevator Pitch, this could be something as simple as, “I help people [ ].” You fill in the blank: increase their sales by 33%, improve their closing ratio to 80%, or double the number of new clients they take on per month, whatever your “After” may be.
Click here to read the complete article from Dr. Ivan Misner
