The Perfect Pitch: How to Nail Your Elevator Pitch

It’s your typical “new” Monday morning—more than half of the office is working remotely; so you pull right into a parking spot because there’s only a hand full of cars taking up the 1000 spot lot; as you’re smugly smiling to yourself, you walk over to the elevator - which is actually waiting for you because that five-person-deep line during the 9am rush no longer exists. You’re feeling pretty good about your morning until,?bam! The elevator doors open and walking in right behind you is...your CEO. What you didn’t consider, is with less people in the office now, there is more of a chance for you to run into senior leadership.

Right off the bat, they say something along the lines of, “Good morning. I’ve seen you around the office, you handle what again?”

Scary? Absolutely. Realistically, it could happen to you today or tomorrow—and you’ll want to be prepared.

The aptly named “elevator pitch” is a concise, compelling self-introduction that can be communicated in the amount of time it takes someone to ride the elevator to their floor - or make a quick cup of coffee at-home between virtual meetings and calls. This quick insight, that you choose to share about you and what you do, will shift depending on the context. Are you interviewing, making a sales pitch, attending a networking event?

Even if you’re never caught off-guard heading up to the 39th floor with someone important, or asked to introduce yourself during a virtual meeting, honing your elevator pitch is a great skill to master. People are busy. Being able to communicate who you are and what you do quickly and effectively, will ensure that you get your most important points across-no matter how short the conversation.

Not quite ready for that elevator ride? Check out this step-by-step guide to crafting—and perfecting—your pitch.

1. Start With a Blank Canvas

Take a blank piece of paper and number it from one to 10. Then, fill in the most important bits of information that you want to convey about yourself, and your service, product, or company.?

What, exactly, do you do? How do you go about doing it? What have you achieved? Who does your company serve and why? Focus on the most interesting or memorable facts—the ones that really make you stand out from others.

2. Red Pen It

Using a different color pen, edit what you’ve drafted with a critical eye. Eliminate any redundancies, unnecessary or unclear information, and vague?business jargon.?

More importantly, hone and enhance the good stuff. “I’m great at sales” isn’t likely to pique anyone’s interest. “I’ve exceeded my sales goals every quarter for the last two years” - sure might.

3. Pick a Card

Grab five index cards, and label them “Who I Am,” “What I Do,” “How I Do It,” “Why I Do It,” and “Who I Do It For.” Add each item on the list you’ve created to the card where it fits best.?

Ideally, you’ll have two compelling sentences underneath each heading - so fill in any gaps if you need to.

4. Get in Order

Organize the cards in a logical order, making sure the most important information is first. Remember, you often only have a few seconds to communicate with someone. If you get cut off, what would you want her/him to walk away remembering?

5. Add an Attention-Getter

Add an interesting fact or stat to use at the beginning of your pitch. Your goal is to immediately engage someone so that he or she is intrigued and wants to learn more, and can ask questions or engage in conversation with you. Thinking about what I do - teaching communication skills - I might start off with something like?“there’s an amazing statistic that says within the first two minutes of you speaking, the listener decides one thing...” (fingers crossed, it peaks the listener’s interest and I can seamlessly segue to what I do).?

6. Practice!

Recite your pitch to someone you trust, who can be objective, and wants to help you. Ask for constructive feedback (although we love our friends and family, sometimes they think we can do no wrong - thanks mom and dad!).?

What may seem clear in your mind, might come across as convoluted, long-winded, or fragmented to an outside observer.

7. Record Your Pitch

Once you’ve gotten feedback and honed your pitch even further, record yourself saying it. Listen to your tone—make sure it’s friendly, and that you’re not talking a mile a minute or too softly (having to speak about yourself, AND knowing you only have a few moments to speak, may subconsciously increase your discomfort and your pace).?

Really listen to what you’re saying—make sure you’re not repeating words and that you’re sending the message you really want to convey.?

8. Ride the Elevator

The next time you ride an elevator (alone) or make a cup of coffee at-home, in between virtual meetings,?practice your pitch.?

First, give yourself some time by going to the highest floor. Then, try giving your pitch from a middle floor and from the first to the third floor, too. Having to make the most of a few brief moments will help you to hone the words you need and scrap the ones you don’t!

This week, set aside some time to craft your elevator pitch (or dust off the one you’ve used before). You just never know who you might be sharing it with tomorrow morning.

Be brief. Be brilliant. Be gone.?Don't overthink it. Don't over-talk it.?This is what I share with colleagues and professionals who ask me about effectively communicating with senior leadership. Check out this short video where I share three techniques that will help you come across more credible, concise, and confident when presenting to leaders in your organization.

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ABOUT LAURA KATEN

Laura Katen is the Founder/President of KATEN CONSULTING, a NY-based professional development training company that specializes in 4 core areas: Executive Presence, Communication, Presentation Strategies, and Business & Social Etiquette. KATEN CONSULTING is a 100% Certified Women-Owned Business Enterprise (WBE), facilitating Keynote Talks, Group Programs, and One-On-One Coaching Sessions. Laura is a published author of two books,?How to Communicate With Confidence, Clarity, and Credibility, and?The Communication Habit: Strategies That Set You Apart and Leave a Lasting Impression?? McGraw Hill