This is a relatively simple concept most salesmen get absolutely wrong. I really find it hard to believe that most people who are in a capacity to sell; don't have their elevator pitch refined.
I have heard some outlandish elevator pitches in my years. All are absolutely terrible, lengthy and I fall asleep hearing them, to be honest. Whoever told you to squeeze as much info into 30 seconds as humanly possible; needs to give you a refund for the bullshit training they provided to you. Here is a pitch presented to me about a year ago and I will never forget it.
"Hi! My name is John Doe with ABC Company, and we are a marketing consulting that work with business the size of yours and help companies like yours become more visible on the internet to your customers. Most companies don't know what they're doing with the digital space and we're able to get you all over the web and you'll be completely dominant in your market... on the web."
After we left the premises, I made sure I helped my companion in sales / marketing understand that the goal is to secure an appointment. You generate interest, capture their attention, make a large claim, then leave them hanging and ask them for 20 minutes of their time to explain in-depth how they can benefit from doing business with you. So, I offered my very own take on the sales pitch. Keep in mind, I have trained 55-60 different entrepreneurs to focus on their sales pitch to secure sales and appointments as they were growing their business in their first 90 days via my "90 Day Sales Challenge."
My Elevator Pitch:
"My name is Curtis and I'm in the business of Innovations. My clients save an average of $10,000 per year in operating expenses. If you're the decision maker for your company, I would be interested in showing you exactly how that works. I have a 9:00am tomorrow or 1:00pm, which one can you commit to?"
It's about 7-8 second long. I'm in Innovations. What the hell does that mean? Nobody knows, it requires an explanation; therefore a line of communication is opened. Unique selling proposition: save them $10,000 in operating expenses. Determined if they are or are not the decision maker; and opened an opportunity to schedule a meeting.
The only thing I'm missing is a problem to solve; solving the problem, making the close and collecting the check. All of that accomplished in 7-8 second.
Whats your elevator pitch?
Here are some pointers to get an elevator pitch ON POINT.
Boom! That's your sales pitch folks. It's very simple, very clear, very concise and very effective.
Your Friend & Favorite Consultant
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.