So, what do you do when you’re at a conference and are hit with the inevitable question “What do you do?” Do you captivate strangers right off the bat? Do you get people asking questions and following up with you later? Your elevator pitch is a powerful marketing tool that tells your story in less than a minute. They are useful for every business person to have in her arsenal of networking tools to help with business, career and personal development. Many people actively dread networking but a strong pitch is an easy way to get motivated and broach those first few encounters.
The 10 tips below can help you craft an elevator pitch that people actually listen to, remember and respond to. Make sure you’re prepared with your own killer elevator pitch when the next opportunity presents itself for you to use it!
Here are our top tips to help you perfect your pitch and network like a pro.
1. Find the Sweet Spot
One of the key mistakes people make when answering what they do is to automatically start at the macro level, with their industry or job category. “I’m in IT,” or “I’m in social media”. While such broad descriptions may be true, it’s too abstract. You can be sure the other person’s eyes are glazing over. Remember, your pitch doesn’t need to tell your entire story; a great pitch succeeds if it draws interest from the other person and gets them wanting more.
2. Exude Confidence & Enthusiasm
Whether you’re dating or networking, confidence is a major plus. When answering what you do, don’t mumble through the response. Don’t apologise. Don’t assume that people won’t understand or care. By making that assumption you’ve lost their interest before you start. No matter how obscure your job or company, begin with the assumption that the other person will be interested, keep it simple, be excited and give examples.
3. It’s not all about you
People generally want to know what you can do for them. Your pitch should address your audience’s problems and offer solutions. It should focus on the benefits that the audience will get from working with you, so they understand why they can’t live without you!
4. Tell them what makes you better than the rest
Don’t be afraid to tell your audience what makes you different from your competitors. In other words, toot your own horn and explain exactly what you bring to the table that your competition does not.
5. Tell a story
What is the problem like without your solution? Explain the size and scale of the possibilities. When appropriate, throw in an analogy that helps your audience quickly relate to your product. Focus on the problems you solve… “My clients are typically struggling to… and I help them by…” Talking about how you help people, your job or business becomes instantly relatable and identifiable.
6. Ask Questions
Sometimes we become so focused on trotting out our pre-prepared Elevator Pitch that we forget to actually make conversation. The best way to be remembered is to build a connection. For this reason, never consider the other person “your audience.” Ask them questions, interact with them fully.
7. Practice, Practice, Practice!
No one will want to listen to your elevator pitch if it sounds like an elevator pitch. Practice your pitch in bright, noisy, awkward situations. That way, you’ll never be rattled by environmental distractions. Make sure you can deliver it in a conversational tone that does not sound like you’re reading a speech from cue cards. Try recording yourself and then watch your pitch from the perspective of your audience. Try it out on a group of friends or colleagues, and ask what specific points they remember. This instant feedback will help you determine what to cut or change in order to make a connection and be memorable.
8. Use everyday language, NOT industry jargon
Don’t get overly technical. Too many pitches get bogged down in legal, technical, or otherwise overly embellished language. Keep it simple and memorable.
9. Don’t try to Sell
The purpose of the 60-second pitch is simply to generate enough interest in your product or service to warrant a formal meeting. A “win” here is simply to have the other person understand what you do, the benefits you offer and to remember you.
10. Have a killer closing
Leave them with a memorable 1-liner that they can repeat to others. If you leave them excited and wanting more, you’ve done your job. From there, it’s just a matter of exchanging contact info and scheduling that follow-up meeting.