Elevator pitch


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Elevator pitch

  1. 1. Elevator Pitch – How to introduce yourself in 60 seconds !!!
  2. 2. Definition <ul><li>“ An elevator pitch is used to quickly and simply define a person, product, service or company and its value proposition. This term reflects the idea that it should be possible to deliver the summary in the time span of an elevator ride. “ </li></ul>04/26/11
  3. 3. Types of Elevator Pitch 04/26/11
  4. 4. Context – When is it useful ? <ul><li>Conferences and Networking </li></ul><ul><li>Business Development </li></ul><ul><li>Partnerships </li></ul><ul><li>Fundraising sessions </li></ul><ul><li>Looking for a job: phone, meeting </li></ul><ul><li>For an interview </li></ul><ul><li>For speed networking </li></ul><ul><li>For unexpected meetings…. </li></ul><ul><li>For seduction and speed dating  </li></ul>04/26/11
  5. 5. Why is it important ? <ul><li>People don’t have time </li></ul><ul><li>Get straight to the point </li></ul><ul><li>Summarize in the best way as possible all what you are and what you want </li></ul><ul><li>We have only 1 chance to make a first good impression </li></ul><ul><li>Best improvisations are the ones we have prepared !!! </li></ul>04/26/11
  6. 6. Goals <ul><li>Act as an excellent introduction </li></ul><ul><li>Create interest </li></ul><ul><li>Getting a first buy-in for further discussion </li></ul><ul><li>Presenting your offer (value proposition) in a concise way: say a lot in a few words </li></ul><ul><li>It can be used for written and/or oral communication (but please adapt the style) </li></ul>04/26/11
  7. 7. Structure of an elevator pitch <ul><li>Awareness and hook </li></ul><ul><ul><li>who you are ? </li></ul></ul><ul><ul><li>what is your product or service? </li></ul></ul><ul><ul><li>what may be your problems, needs and/or challenges ? (story) </li></ul></ul><ul><ul><li>what is your competition? Size and/or growth trend of the industry </li></ul></ul><ul><ul><li>what is your market? </li></ul></ul><ul><li>Who am I? </li></ul><ul><ul><li>Name, Age, Location , Title, School or Company </li></ul></ul><ul><ul><li>Experience and track record </li></ul></ul><ul><ul><li>What are my skills and qualifications ? </li></ul></ul><ul><li>How can I help you? </li></ul><ul><ul><li>How can my skills and background be beneficial to you? </li></ul></ul><ul><ul><li>The Problem I can solve </li></ul></ul><ul><ul><li>What is my competitive advantage? </li></ul></ul><ul><li>What am I Looking For? Why am I Here? </li></ul>04/26/11
  8. 8. Approach <ul><li>Story telling </li></ul><ul><li>Fluid and easy to articulate </li></ul><ul><li>Learn by heart </li></ul><ul><li>About 150-225 words </li></ul><ul><li>no longer than 60 seconds. </li></ul><ul><li>Passion, energy and dedication </li></ul>04/26/11
  9. 9. Tips and advices <ul><li>Write down your elevator pitch, save it somewhere </li></ul><ul><li>It is dynamic and likely to change with time </li></ul><ul><li>Always adapt the Elevator pitch to people, goal and communication mode (phone, face to face, email…) </li></ul><ul><li>Make a credible claim about your business value - Concentrate on «what can I offer to you ?» </li></ul><ul><li>Don’t forget to highlight the key interest for the person you are talking too: this is the point that has to be adapted </li></ul><ul><li>Concise, Carefully-planned, Well-structured </li></ul><ul><li>At the end of your pitch, you must ask for something </li></ul><ul><li>Look at people in the eyes when oral </li></ul><ul><li>Be smiling (even on the phone) </li></ul><ul><li>Anticipate objections </li></ul>04/26/11
  10. 10. Closing the discussion <ul><li>Thank genuinely </li></ul><ul><li>Summarize next points </li></ul><ul><li>Reintroduce yourself rapidly (name, company, details) </li></ul><ul><li>Leave the discussion </li></ul>04/26/11
  11. 11. Points to avoid <ul><li>Being too long </li></ul><ul><li>Asking too many questions </li></ul><ul><li>Speaking too rapidly (please articulate) </li></ul><ul><li>Forgetting to be empathic </li></ul><ul><li>Asking for business cards </li></ul>04/26/11
  12. 12. Example <ul><li>«Hello, my name is Laurent Dupont, I am aware your company is specialized in developping very good Immunology kits and is actively growing. Actually, through my Master in Biotech Engineeering and my international trainees at Sanofi Pasteur and Roche Diagnostics, I developped a large expertise Immunology and would love to continue my career path in that area and within a company like yours. So I would like to know whether we could have the opportunity to discuss a potential collaboration in the near future, whenever you want.» </li></ul>04/26/11
  13. 13. Summary of actions <ul><li>Define your objective </li></ul><ul><li>Define your target </li></ul><ul><li>Define your offer </li></ul><ul><li>Create your elevator pitch </li></ul><ul><li>Learn it by heart </li></ul><ul><li>Meet with people !!! </li></ul><ul><li>Follow-up </li></ul>04/26/11
  14. 14. Thank you !!! <ul><li>Zaki SELLAM MSc, MBA E-mail: [email_address] </li></ul><ul><li>Phone: +41 76 215 47 96 </li></ul><ul><li>LinkedIn: http://ch.linkedin.com/in/zakisellam Twitter: http://twitter.com/zakisellam </li></ul>04/26/11