Definition
An elevator pitch is a short 30-second to 3-minute speech designed to convince someone of the interest of your project and persuade them to see you again to find out more, so that we can sell them our solution.
Use
- Setting up a sales appointment with a business customer
- Selling at a trade show
- Networking
- Selling yourself for a job
- Presenting a start-up to an investor
Steps
- Introduce ourselves in relation to our project and the results obtained
- Review the situation and expectations using the SOS method: situation, objective, solution
- Quickly present our solution and the advantages it offers, using the SONCAS method, in order to focus on the customer’s motivations.
- End with a short summary and call-to-action message to let the caller know more.
Example
- As sales development specialists, we work with some of North America’s largest companies, delivering significant results.
- Your market is difficult at the moment, and you surely want to increase your sales.
- We use the solution of the sales equation to obtain results, i.e. number of contacts x closing rate x average sales, thanks to a unique CRM specialized in sales development. We achieve results of over 50%.
- I’d like to meet with you to see how much you could make. It costs you nothing, you have nothing to lose, everything to gain. Are you available this week or next?
How to proceed
Learn your sales pitch by heart and practice it so that you can easily deliver your sales pitch with maximum punch and effectiveness.
Conclusion
The elevator pitch is terribly effective, it’s the basic working tool of a good business developer, but it’s not simple: the shorter you are, the more precise you need to be to be effective. You shouldn’t aim for completeness, but for immediate interest.
