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Transcript of ELEVATOR PITCH
KAUN BANEGA PITCH-PATI
HOW TO CREATE A SUCCESSFUL ELEVATOR PITCH
You're an intern at a company you like. You're always on the look-out for a way to get noticed and to convert your internship into a job.
ONE DAY, YOU GET LUCKY.
The CEO of your company steps into the elevator with you. He smiles at you as you introduce yourself as an intern. He then says "It's good to meet you. Tell me more about yourself!"
WHAT DO YOU SAY?
WHAT IS AN ELEVATOR PITCH?
RIGHT? E.g. Smiled, asked the other person questions, used simple words
1. WOW: Say something intriguing (even puzzling) that will make the other person want to hear more. Ideally, the prospect’s reaction will be to ask “what does that mean?”
2. HOW. Answer the stated (or unspoken) question and explain exactly what you do.
3. NOW. Shift into storytelling mode, giving a concrete example of a current customer. The key phrase is “Now, for example…”
Prospect: So, what do you do?
Me: I help build PowerPoint muscles.
Me: I teach people how to use PowerPoint more effectively in business. Now, for instance, I’m working with a global consulting firm to train all their senior consultants to give better sales presentations so they can close more business.
Brian Walter's WOW, HOW, NOW approach
WHAT DO YOU THINK YOU DID...
WRONG? E.g. Spoke too fast, did not allow the other person to talk, used too much jargon
RICHARD FOUTS' S.I.R. MODEL
1. Situation: Illustrate the pain current customers face.
2. Impact: Explain the impact of that situation. How is this affecting profits, market share, customer loyalty, or anything else the prospect is concerned about losing.
3. Resolution: Explain how you solve the problem. Focus on benefits, not products and services.
1. Clarify your job target.
2. Put it on paper.
3. Answer 3 Qs: Who are you? What do you do? What are you looking for?
4. Tailor the pitch to them, not you.
5. Eliminate industry jargon.
6. Read your pitch out loud.
7. Practice, practice, practice (then solicit feedback).
8. Prepare a few variations.
9. Nail it with confidence.
Who knows, the next elevator could take you to great heights!
HOW TO PERFECT THE ELEVATOR PITCH
ONE MORE TIME, FROM THE TOP...
SITUATION: You know how most business people use PowerPoint but most use it pretty poorly?
IMPACT: Well, bad PowerPoint has all kinds of consequences - sales that don’t close, good ideas that get ignored, time wasted building slides that could have been used developing or executing strategies.
CONFLICT: My company shows businesses how to use PowerPoint to capture those sales, bring attention to those great ideas and use those wasted hours on more important projects.
WHY SHOULD YOU KNOW HOW TO GIVE AN
Stand out from the crowd
Sell yourself well
Be remembered by the boss
Get ahead in interviews