How to Create a Script for a Compelling Elevator Pitch - vRC1

Energy

Since an effective pitch is usually delivered verbally, you need to show energy, confidence, and enthusiasm when giving your pitch. The energy and confidence that you show in your delivery will impress your audience and make them think that you really have a viable business proposition that is worth listening to.

Problem Identification

Begin your pitch by identifying a problem or dilemma and explain how it has negatively affected people's lives — by wasting their time, costing them money, slowing down their progress, etc. In short, describe the implications or consequences of their current situation.

Solution

Present your solution by explaining how it addresses the problem(s) that you've identified. Your explanation must be well-thought out to be credible. Falling short in this regard will lead to mistrust.

Main Benefits

Go on to explain the main benefits that your solution offers. One way of doing this is by asking a question like “Would a typical time savings of 30% and doubling your profit interest you?”

Expand on the Benefits

Detail some of the major benefits and gains your solution offers. These benefits must be something to which your current audience relates. To earn more trust you can use gains, advantages, time savings, reductions, numbers percentages, studies, results, testimonials, etc. to prove your solution is valid and logical, timely and practical.

Call to Action

At this point, you need to find out what the other person thinks of your pitch and their overall interest with questions like “Would you want to know more?” or “Do you see how this solution fits in with what you are doing?”. Your goal in this call-to-action is to get another meeting so that you can make a fuller presentation. If they do want to connect with you, be sure to get a date, time, and place for the meeting or call.

Please understand that a pitch is not meant to sell a product or service, but to get you to the next step.

Example

For example, I use a variety of pitches when presenting my company, EntreBahn. Here is one such effective pitch:

• All businesses face the same dilemma. Until now, there was no way of ensuring that every message, plan, and idea was as effective as possible. This was true regardless of media. You could save significant amounts of time and money, while gaining a competitive edge if your ideas, plans, and messages could be made more effective faster using EntreBahn. Do you have the time to discuss how EntreBahn can answer your needs?

or

• We are a platform that connects business decision-makers who need business expertise with those that have that expertise in a way that is fast, effective, and affordable.

Next Meeting

If your audience is interested, ask the person when it might be convenient to meet next. If you have a choice, make it as soon as possible. A good measure of your pitch's effectiveness is how long the wait period is to the next meeting.

Flexibility

When you are doing most of the talking, pace yourself so that you can get a reading on the reception that your pitch is receiving. Be prepared to shift to a different set of questions and/or benefits, as needed. Finally, you may need more than one effective elevator pitch because different audiences have different needs. The structure should stay the same, but the content should vary to match your audience's experience, expectations, and viewpoint.