After you know how to start your Elevator Pitch now I will show you how to complete it and leave outstanding memories. Let’s start with explaining your inner drive for doing what you do…
What’s your WHY a.k.a. Motivation
What is your WHY? What is your motivation for doing what you do? Your emotions support your decision-making abilities. Ask yourself “Who benefits from my work?” and “Who do I want to help?”
Use words like “Because…”, “I owe it to…”, “I believe…” to explain it.
Explain briefly your Business Model
Who are your clients, where are they and how you will get their money?
Don’t forget to mention the competition
Don’t go with “My company has no competition”. Who are these businesses/freelancers, what they are doing and where they go wrong?
The team (you can start with this but only if the names are HUGE and well known). Investors put their money into people not into ideas.
Have a summary and call to action
Like emails, you did this pitch for a reason right? No matter if you wanted to snag an investment or gain a new client or employee, let your goals be known. If you are raising money, communicate how much you want and how much equity you’re willing to part with.
Put It All Together
When you’ve completed each section of your pitch, put it all together.
Then, read it aloud and see how much time it takes. It should be no longer than 30 seconds. Otherwise, you risk losing the person’s interest or monopolizing the conversation.
Then, if needed, try to cut out anything doesn’t absolutely need to be there.
Remember, your pitch needs to be compelling, so the shorter it is, the better!
Example: “My company develops mobile applications that businesses use to train their staff remotely. This means that senior managers can spend time on other important tasks. “Unlike other similar companies, we visit each organization to find out exactly what people need. This means that, on average, 95 percent of our clients are happy with the first version of their app. “So, how does your organization handle the training of new people?”
Leave them wanting more.
Elevator pitches are meant to be short, so don’t try to pack in too much. Give just a couple of details but nothing that can be internalized as confidential. Don’t bore them with technical details about your product. Explain your expertise, why you are best suited for the execution and a general overview. The secret sauce should be saved for later. All you’re required to do is be able to confidently broadcast that you know exactly what you’re doing.
Practice and Be natural
Like anything else, practice makes perfect. Get comfortable with your pitch. Relax! Have passion, yet show some restraint. Remember, how you say it is just as important as what you say. If you don’t practice, it’s likely that you’ll talk too fast, sound unnatural, or forget important elements of your pitch.
The more you practice, the more natural your pitch will become. You want it to sound like a smooth conversation, not an aggressive sales pitch.
Make sure that you’re aware of your body language as you talk, which conveys just as much information to the listener as your words do. Practice in front of a mirror or, better yet, in front of colleagues until the pitch feels natural.
How do you know you have exciting pitch? This is the best part. You will see the result right away.
Try to keep a business card or other takeaway item with you, which helps the other person remember you. And cut out any information that doesn’t absolutely need to be there.
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Spartak Vasilev – Sales Leader, Author, Investor