Focus Magazine - Summer 2013 - 36
SELLINGSKILLS
Is Your Elevator
Pitch Ready?
I By Kate Tunison
T
You want to
clearly
communicate
what you do
in terms of the value
it will bring, to them.
he term “elevator pitch” has been around a
long time, an oldie but still a goody that
can help you capture a prospect’s attention
quickly.
By definition an elevator pitch is a slang term
used to describe a brief speech that outlines an
idea for a product, service or project. It’s
designed to state benefits, delivered with passion
and gains enough interest for a prospect to want
to know more about your service or product.
That definition holds a lot of expectations so any
old statement about what you do and thought up
at the last moment just won’t do.
Let’s give this some thought before you run
off to your next potential sale. You want to
clearly communicate what you do in terms of the
value it will bring, to clients. This needs to be
done in a short amount of time, about 30 - 40
seconds, to be exact. So…do you think you
could educate someone on the value you bring
in the time it takes for a short elevator ride?
Here are seven pointers to get your elevator
pitch where it needs to be.
1) Build the right pitch. As the foundation of
your elevator pitch, be sure to define who the
customers are, be aware of their problems and
be prepared to discuss solutions you offer.
2) Make it memorable. Ask yourself, what is the
most important trait I want to convey about
myself/products/services to this potential
client? Ponder this trait and then turn the
trait into a statement that illustrates qualities
you want them to remember. These qualities
need to be unique benefits to the person, or
group, you are engaging.
There is a reason
the elevator pitch
has been around
for a while: It works.
36
3) Newsflash! It’s not about you. What they are
really asking when they say, “What do you
do?” is “What’s in it for me?” We are all more
than a label, so don’t let them label you based
on their past experiences.
4) Have several effective elevator pitches ready.
Study the benefits your products or services
provide different end users and create your
elevator pitches accordingly. Make sure
they’re targeted to the particular prospect or
client.
5) Make it easy for them to quickly
understand what you sell. Lose the company
jargon. Once you have their attention and
they want to know more you will have time to
get into more detail.
FOCUS | SUMMER 2013 | www.spbt.org
http://www.spbt.org
Focus Magazine - Summer 2013
Table of Contents for the Digital Edition of Focus Magazine - Summer 2013
Focus Magazine - Summer 2013
From the President: Why Does Innovation Matter to Training?
Contents
Guest Editor: The Importance of Training Analytics
Front of the Room: Focus on Intention
Conference Recap
Merck's Global Learning Transformation
Building a World-Class Training Organization
Neuroscience and Learning: Lighting up the Brain
iPad Training: The NFL Playbook
3D Models for Marketing Medical Devices
Tactical or Strategic?
Is Your Elevator Pitch Ready?
Virtual How
Member News
World-Class Training Pull Through
Ad Index
Focus Contacts
5 Questions: 5 Questions with ... Dan Pink
Focus Magazine - Summer 2013 - Intro
Focus Magazine - Summer 2013 - Focus Magazine - Summer 2013
Focus Magazine - Summer 2013 - Cover2
Focus Magazine - Summer 2013 - 3
Focus Magazine - Summer 2013 - 4
Focus Magazine - Summer 2013 - From the President: Why Does Innovation Matter to Training?
Focus Magazine - Summer 2013 - 6
Focus Magazine - Summer 2013 - Contents
Focus Magazine - Summer 2013 - 8
Focus Magazine - Summer 2013 - 9
Focus Magazine - Summer 2013 - 10
Focus Magazine - Summer 2013 - Guest Editor: The Importance of Training Analytics
Focus Magazine - Summer 2013 - 12
Focus Magazine - Summer 2013 - Front of the Room: Focus on Intention
Focus Magazine - Summer 2013 - Conference Recap
Focus Magazine - Summer 2013 - 15
Focus Magazine - Summer 2013 - 16
Focus Magazine - Summer 2013 - Merck's Global Learning Transformation
Focus Magazine - Summer 2013 - 18
Focus Magazine - Summer 2013 - 19
Focus Magazine - Summer 2013 - Building a World-Class Training Organization
Focus Magazine - Summer 2013 - 21
Focus Magazine - Summer 2013 - 22
Focus Magazine - Summer 2013 - 23
Focus Magazine - Summer 2013 - Neuroscience and Learning: Lighting up the Brain
Focus Magazine - Summer 2013 - 25
Focus Magazine - Summer 2013 - 26
Focus Magazine - Summer 2013 - 27
Focus Magazine - Summer 2013 - iPad Training: The NFL Playbook
Focus Magazine - Summer 2013 - 29
Focus Magazine - Summer 2013 - 3D Models for Marketing Medical Devices
Focus Magazine - Summer 2013 - 31
Focus Magazine - Summer 2013 - Tactical or Strategic?
Focus Magazine - Summer 2013 - 33
Focus Magazine - Summer 2013 - 34
Focus Magazine - Summer 2013 - 35
Focus Magazine - Summer 2013 - Is Your Elevator Pitch Ready?
Focus Magazine - Summer 2013 - 37
Focus Magazine - Summer 2013 - Virtual How
Focus Magazine - Summer 2013 - 39
Focus Magazine - Summer 2013 - 40
Focus Magazine - Summer 2013 - Member News
Focus Magazine - Summer 2013 - World-Class Training Pull Through
Focus Magazine - Summer 2013 - 43
Focus Magazine - Summer 2013 - Ad Index
Focus Magazine - Summer 2013 - Focus Contacts
Focus Magazine - Summer 2013 - 5 Questions: 5 Questions with ... Dan Pink
Focus Magazine - Summer 2013 - Cover3
Focus Magazine - Summer 2013 - Cover4
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