Seize the Moment—Even If It’s Only 30 Seconds
You’re at a networking event. Or in line at the airport. Or maybe, quite literally, in an elevator. Someone turns to you and asks, “So, what do you do?”
That question—simple as it is—can be the beginning of a great opportunity… or a missed one.
As a small company fighting for attention in a crowded market, you don’t have the luxury of wasting that moment. You need a clear, concise, and compelling elevator pitch to earn a second conversation.
The Purpose of an Elevator Pitch
Your elevator pitch—or Unique Selling Proposition (USP)—is your verbal business card. It should quickly communicate what you do in a way that intrigues the listener and invites them to want more.
Your goal isn’t to close a deal on the spot. It’s to spark curiosity. It’s to turn a casual chat into a qualified lead.
The Anatomy of an Effective Elevator Pitch
Let’s break down what makes a pitch effective—and memorable.
1. Start with a Clear, Impactful Statement
Skip the jargon. Skip your job title. Lead with value.
“I help company owners dramatically increase the market value of their company.”
That kind of opener gets attention. It invites the natural question: “How do you do that?”
2. Avoid the “AND” Trap
Trying to cram too much into your pitch dilutes your message. Avoid saying, “We do this AND that AND also this.”
Instead, focus on one powerful value proposition. If you confuse your listener, you’ll lose them.
3. Know Your Audience
Adapt your pitch to fit the moment and the person. You wouldn’t speak to a private equity investor the same way you would to a small business owner. Tailor your language, examples, and tone to resonate with the listener.
Use a Mini Case Study with the PONI Method
If you have 10 more seconds of their attention, use it to share a brief, compelling client success story using the PONI method:
- Project: What challenge did your client face or what were they trying to accomplish?
- Old: How did they do that before?
- New: What did you provide that changed things?
- Impact: What was the measurable result?
“One of my clients leveraged increased revenue to grow their company’s market value by 167% in just 10 months.”
That’s the kind of story that gets remembered.
Don’t Forget the Ask
Close by inviting the next step:
“I’d love to share how we did it—can we schedule a follow-up conversation?”
That one line can turn a random encounter into a real opportunity.
Watch the Video
To see these concepts in action and learn how to craft your own elevator pitch, watch this short, practical video:
Want Help Refining Your Elevator Pitch?
If you’re ready to sharpen your messaging and make every introduction count, I’m happy to help.
Email me at Sean at NewSales dot Expert or send me a message here.
Let’s turn your next chance meeting into a business breakthrough.
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