A strong elevator pitch will open more doors to new sales opportunities. Hone your pitch with the help of our quiz and tips.
Quiz: Is Your Elevator Pitch Elevating Your Sales?
- Is your elevator pitch less than 30 seconds?
- Does your pitch swiftly convey the most compelling value you provide prospects?
- Does your pitch focus on outcomes you can provide prospects?
- Is your pitch free of industry jargon?
- Is your pitch free of slang words?
- Is your pitch focused?
- Have you practiced your pitch to the point where you can say it flawlessly?
- Do you speak in a relatable, natural tone when you give your pitch?
- Do you avoid using intimidating “10-cent” words?
- Does your pitch include a question for the prospect?
Here's what to do with your results
The more “yes” answers you gave, the stronger your elevator pitch is. Don't fret over the “no” responses, though. You now have the opportunity to take action and strengthen your pitch's weaker points. For instance, perhaps your current pitch includes industry jargon. Remove those phrases and replace them with more basic, straightforward language that anyone can understand.
ELEVATOR GOING UP!
These tips are guaranteed to improve your elevator pitch. Act on them today and start earning more sales.
- Keep It Short And Sweet: More than 25 sales pros surveyed for this story agreed that an elevator pitch should be less than 30 seconds. In fact, many felt the strongest pitches typically fall in the 15- to 20-second range. “The closer you get to 15 seconds, the better,” says Glen Gould, a sales trainer and author who has built four multimillion dollar enterprises. The reason for brevity is simple: People tune out quickly and if you want to pique their interest you have to do it fast.
- Focus On The Value You Bring: Your pitch should be strongly centered in the value you can provide the prospect. “Instead of getting caught up describing a product or service, you should talk about how that product or service can benefit someone,” says Kathleen Booth, owner of Quintain Marketing (asi/303131), a marketing agency and promotional products distributor.
- Key In On Outcomes: To create a pitch that shows the value you deliver, start by understanding the primary positive outcomes people seek – and receive – from the products and services you provide. “You can tell someone you sell promotional products, but so do thousands of companies,” says Booth. “What makes you different? What kind of impact do the products you sell have on the purchasers' business?” Answer those questions and then formulate the content into a succinct statement opening. “Hi my name is Jim and I represent 123 Marketing. Companies looking to build their brand and increase their sales have achieved outstanding results through the creative marketing solutions I provide. I'd love the opportunity to tell you a bit about how I can do the same for you.”
- Conclude With A Question: Of course, the elevator pitch isn't an end itself. You make it to capture the prospect's interest and engage them in a conversation that ultimately leads to a sale. Therefore, after you've succinctly shared who you are and how you can help prospects, put the ball in their court by asking them a question. Depending on the context, some reps strike success by asking for an in-person appointment. Others, meanwhile, proclaim that open-ended questions that focus on the prospect yield the best results. A possible open-ended question to ask is: “So please tell me, what is it about your marketing that you'd like to improve?”