6 July 2018

4 Tips on How to Do A Successful Elevator Pitch

The number one rule with any communication is to be authentic. Feel free to model your pitch against someone else’s but if you don’t make it fit your personality, it will come across as phony and manipulative. And nothing ruins a pitch faster.

Below are 4 ways to pitch your yourself better.

1. Break the Ice

You’ve got to say something DIFFERENT – something authentic. Something so totally “you” that they are forced to realize that you are a unique human and not just another “normal” interaction that their robot brain can coast them through.

‏Most people answer the “What do you do” question with a single, predictable sentence: I am _____
Instead you could respond with a joke or say something personal about you that makes you memorable. i.e. You mean apart from attending events for the great wine?

2. Then Ask a Problem Question

Pose a problem that you suspect they will identify with. This must be spoken as a question. Questions have always been more engaging than statements. You’re aligning yourself with them against a common “enemy.”

For example: If my business is focused on marketing I could lead with: “Do you know how email, texting, and social media have kind of taken over how we communicate?”

Keep it brief, relatable, but also relevant to what you do.

3. Go to A Noddable: An Inspirational or Wise Quote That Is So Catchy and Agreeable, It Gets Just About Everyone Nodding

If you want to know if your statement is a noddable, post it as a text image on Facebook and see if it produces a response on the like and share buttons.

A noddable creates rapport and makes the client feel like they have ownership of the quote and a small part of them is convinced that they thought of it themselves. Then when you say aloud what they’re thinking, it creates a moment of “great minds think alike” bonding.

My noddable is: “We’re more connected than ever, but yet…more disconnected than ever.” (I know…deep.) For additional rapport points, try this advanced technique: pause after the word “yet.” This allows your listener’s own brain to fill in the punchline even before you say it.

4. Curiosity Statement

This is where you pretend to answer the “what do you do?” question. However, your answer will only want to make them ask another question. Here’s the simple formula for a good curiosity statement:
 “I help/teach ________ (ideal client) to ________ (feature) so they can _________ (benefit).”

Keep it vague which forces them to ask some kind of follow-up question. The hard work is done, you can deliver your true elevator pitch and make it almost as long as you want.

Remember, your pitch shouldn’t feel like a pitch. If you get the sense that it’s turning into a commercial instead of a conversation, you’re doing it wrong. Stop pitching and ask another question. You should only be doing between 15-20% of the talking.

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