This document provides guidance on creating effective elevator pitches to promote business opportunities. An elevator pitch is a brief, 30-second description of a business that can be delivered to a potential investor, partner, or other stakeholder in the time span of an elevator ride. The goal is to intrigue the listener and get an invitation to discuss the opportunity further, not to close a deal. An effective pitch highlights the large market size, strengths over competition, key differentiators, and expertise - without requiring background knowledge. It should avoid negative information, hidden details, and detracting from the opportunity. The document includes a sample list of companies that could be used to practice creating and receiving feedback on elevator pitches.

1. Elevator Pitches
Entrepreneurship II
© Babs Carryer, David Mitchell

2. What are they?
 Imagine you are in an elevator with someone
who is important to your business.
 You have from the time you both get on until
the time he/she gets out to convince that
person that yours is a great business
opportunity and warrants that person’s
involvement.
 Typically, elevator pitches are < 30 seconds
in length.

3. Who is this person?
 Investor
 Customer
 Business partner
 Key politician
 Someone who can help you network
 Any other person who may be useful to help
you realize your business opportunity.

4. The Goal:
 Your goal in the pitch is not to sell.
 No one will write a check after hearing an
elevator pitch.
 Your goal is to intrigue.
 If you have succeeded, you will get an
invitation to talk/meet later and/or send a
business plan.

5. What to say:
 Make the most powerful argument you can in
that time.
 Use aspects of your mission statement and
core business concept.
 Reference any recognized assets you may
have. (Patents, technologies, customer
validation, core competencies, etc.)
 In general, give the most attractive statement
you can in < 30 seconds.

6. What is attractive?
 If your targeted market is large, say so and
give an impressive figure.
 If your competition is failing, say so but also
be sure to say why you are better.
 Mention your key strengths and opportunities.
 Make sure you appear to be an expert in your
field.
 Make sure you look and sound like you did
your homework.

7. What not to say:
 Anything that would make that person think
you have something to hide.
 Anything that detracts from the opportunity
you are presenting.
 Anything that requires prior knowledge or
requisite background to make sense.
(Unless you know that this person has this
background).

8. Today’s exercise
 Pick a company:
 Choose from a list provided or
 Pick the company in your VOSG or
 Pick any other company (existing or fictional).
 Come up with an elevator pitch
 Present to the class and receive feedback.
 Revise and try again.

9. Company List
 For all the following companies, assume they
are in start-up phase.
Microsoft Sun Intel Ford Xerox
General Electric Boeing LaunchCyte
Philip Morris McDonalds Wendy’s
Ikea Ethan Allen AT&T
Target Pfizer K-mart 800Flowers
Cisco Coca Cola Subway
NVidia America Online Home Depot