6 Easy Steps to Perfecting the Elevator Pitch

We’ve all been there. You step into an elevator, choose your floor, turn around, and there is the CEO of your big fish, the “white whale” of your industry. The elevator starts moving towards the next floor. Being a pro, you turn to him, introduce yourself, and start rambling, but before you know it the elevator stops, and you hear the words, “This is my floor, good day.” BOOM! The chance is gone and your left thinking, “Why didn’t I practice my elevator pitch?”

Why is the elevator pitch so critical?

The elevator pitch is one of the most critical steps in the sales process, especially if you are doing a lot of cold calling. Because your elevator pitch is at the beginning of the sales process, a well-developed pitch can be the difference between a bursting pipeline, and one barely produces a drizzle. If you can perfect your elevator pitch, it may produce a geyser of opportunities.

How long should your elevator pitch be?

An elevator pitch should be just as long as it sounds, about the length of time that you would have with someone in an elevator. This can vary between 30 seconds to 2 minutes (max).

What makes a perfect pitch?

Here are the 6 essential steps to the perfect pitch. You can add and modify but make sure you don’t leave one of these 6 things out.

1. A Good Hook – a good hook is something that will grab your prospect’s attention, and can be related to anything–an article of clothing, a joke, anything that breaks the ice and grabs your prospect’s attention, and sets you apart from the competition.
2. Who You Are and What Your Mission is – Now that you have your prospect’s attention you need to tell them who you are and why you are there. What’s your purpose and what’s your mission?
3. Build Value – Give your prospect a glimpse of why they need you. What makes you different from the competition? What value can you add to your prospect’s business?
4. Back it Up – Drop names, tell a quick story, back up the information you just dumped, and give them a real-life example of how you helped someone.
5. Turn Over the Mic – You’re probably running out of time with your pitch and it’s time to hand over the mic. Ask a question, something that will require more than a “yes” or “no” answer.
6. Call to Action – End your pitch with a call-to-action. Remember the goal of your pitch, and base your call-to-action off of that goal. If your goal was to get a meeting, this is where you’d ask for an appointment. Again, stay away from “yes/no” questions. Instead of asking, “When can we sit down and talk?” say “I have time on (this day) or (this day), which day works best for you?” The call-to-action at the end of your pitch is a “mini close,” so the same rules apply as if you were closing a sale.
Here is an example of what your completed elevator pitch may look like:

(1) If you’re reading this you’re already halfway there to connecting with Helpmeclose.com. (2) My name is Max, along with being the creator of Helpmeclose.com, I am a sales/leadership coach determined to help you close more sales, make more money, and achieve your goals. (3) Your time is valuable and we at Helpmeclose.com get it, that’s why we have developed the ultimate sales and leadership resource filled with the latest sales tips, style guide, and gadget recommendations that every salesman needs, saving you time so you can focus on being the ultimate closer (4) You know John Smith from THE COMPANY, right? He connected with Helpmeclose.com and since then he has increased his close ratio by 100%! (5) What kind of effect would increasing your close ratio by 100% have on your paycheck? (PAUSE FOR ANSWER) That would make a huge difference in your daily life. (6) Like I said, I know your time is precious so let’s keep it simple. To get these valuable updates from Helpmeclose.com you can either subscribe by entering your email at the top right of the sidebar, or click the LinkedIn connect button at the bottom of this post. Which of these options is easiest for you? Great! It was a pleasure meeting you and thanks again for connecting.

Do you have the recipe for the perfect pitch? Share it with us in the comment section below or email us: helpmecloseblog@gmail.com

 

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