Elevator pitches help establish trust
As a frequent workshop presenter, I often meet entrepreneurs and owners of new businesses. At the beginning of workshops I invite participants to introduce themselves and their business with their elevator pitch. Elevator pitches are short, persuasive introductions to your enterprise.
Many people speak too quietly, hesitantly or without conviction, which leaves people in the back of the room wondering what they said or, worse, why they should even pay attention to the just introduced person. It is much better to speak boldly about your new businesses and how your services and products benefit potential customers. However, far too often, I find people don’t use their voices effectively nor do they take advantage of the opportunity to introduce their business to a roomful of new people.
As an entrepreneur, it is imperative that you learn to represent your business. Your ability to speak confidently and succinctly conveys knowledge and assurance. In turn, this nurtures trust. And trust, not money, is fundamentally the currency of a sale.
Inc blogger Geoffrey James has filmed a video with his advice about the three components of an elevator pitch.
- The Benefit–how your product helps your customer
- The Differentiator–this is the part where you explain why your product is superior, based on evidence, awards, market advantage or experience (for example.)
- The Ask–Request to meet or speak later.
Develop your elevator pitch by using James’ ‘explain it to a 12 year old’ method.
Imagine you’re a happy customer who just bought your product.
Smile.Imagine that a 12-year-old comes by and asks, “Why are you smiling?”
Explain why you’re happy in words that the 12-year-old will understand.”
You can improve by practicing your pitch and delivering it to the mirror, your family and your associates. You might even use your smart phone to capture yourself on video as you make your pitch. If you need improvement, you may find our public speaking tips helpful.
Watch the video How to Master the Elevator Pitch
Photo By: Richie Diesterheft
