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How To Perfect Your
Elevator Pitch
Sasin Entrepreneurship Centre
19 August 2015
Background: Elevator Pitch
2
•  Coined by Ilene Rosenzweig and Michael Caruso
•  Scenario: meeting someone important in the lift
•  Delivers the WOW factor
Bill Reichert, CEO,
Garage Technology Ventures
© 2015
“In the real world,
your basically have
20 seconds to get
someone engaged
or you might as
well go home.”
Your ‘Elevator Pitch’
3
•  Imagine someone steps into the lift and asks:
What do you do?
•  You respond with an Elevator Pitch:
•  Concise
•  Professional, yet sounds like a human being
•  Targeted to the audience
•  Delivered in 30 seconds
© 2015
Exhibit A
4© 2015
Elevator Pitch Exercise
5
•  In pairs
•  Person A is audience
•  Person B must address that person’s mindset while
answering the question:
Ø What do you do?
•  … in 30 seconds!
•  Then swap roles
© 2015
Discussion
6
• What was challenging?
• What worked?
• Why?
© 2015
Structuring Your Elevator Pitch
7© 2015
Now
How
Wow
Summary
Bottom-line message
How we got to the Now
Key factors
Background
Where next
Future benefit
Exhibit B
© 2015 8
Breaking Down Exhibit B
9© 2015
Now Day to Night
Convertible Heels
Patent pending
•  50m women wear heels
•  Hurt their feet
•  5 heel heights
•  Pre-sold 500 pairs
•  10x return upon
$250,000 investment
How
Wow
è
è
ç
Universal Usefulness
•  Organise your thoughts in the simplest form
•  The audience can follow
•  You zoom in on the crucial facts
•  If they want more, they ask. In fact you leave
them wanting more!
© 2015 10
Elevator Pitch Exercise ‘Take 2’
11
•  In pairs once again
•  Person A is audience
•  Person B must address that person’s mindset while
answering the question:
Ø What do you do?
Ø Apply the NOW HOW WOW
•  … in 20 seconds!
•  Then swap roles
© 2015
Discussion
12
•  What worked?
•  Why?
•  How did the NOW HOW WOW technique help?
© 2015
12 Tips for a Winning Elevator Pitch*
•  Start off
strong
•  Tell what
you do, not
what you are
•  Repeat key
information
© 2015 13
•  Be interesting
but authentic
•  Prioritise your
pitch
•  Know your
audience
*Fallon, N. (2015). 12 Tips for
a Winning Elevator Pitch.
Business News Daily.
12 Tips For a Winning Elevator Pitch*
•  Focus on what
matters
•  Keep it
conversational
•  Think about your
end goal
© 2015 14
•  Make a
connection
•  Tell, don’t sell
•  Open the door to
continue the
conversation
*Fallon, N. (2015). 12 Tips for
a Winning Elevator Pitch.
Business News Daily.
Elevator Pitch Exercise ‘Take 3’
15
•  In pairs once again
•  Person A is audience
•  Person B must address that person’s mindset while
answering the question:
Ø What do you do?
Ø Apply the NOW HOW WOW
•  … in 20 seconds!
•  Then swap roles
© 2015
Discussion
16
•  Tell your partner what he/she did well
•  Give one pointer to what he/she could have done to
take the Elevator Pitch up one floor
© 2015
Boundless Possibilities
•  Your update in a meeting
•  Email
•  Opening statement for a conference call
•  Instant speech
•  Not-so-instant speech
•  Corridor conversations
© 2015 17
Exhibit C(omical)
© 2015 18
Bring it to Your World
What are several opportunities in your life where you’ll
apply the Elevator Pitch?
© 2015 19

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Sasin Entrepreneurship August Sundowner "How to perfect your elevator pitch" by Kathy O' Brien (19.8.2015)

  • 1. How To Perfect Your Elevator Pitch Sasin Entrepreneurship Centre 19 August 2015
  • 2. Background: Elevator Pitch 2 •  Coined by Ilene Rosenzweig and Michael Caruso •  Scenario: meeting someone important in the lift •  Delivers the WOW factor Bill Reichert, CEO, Garage Technology Ventures © 2015 “In the real world, your basically have 20 seconds to get someone engaged or you might as well go home.”
  • 3. Your ‘Elevator Pitch’ 3 •  Imagine someone steps into the lift and asks: What do you do? •  You respond with an Elevator Pitch: •  Concise •  Professional, yet sounds like a human being •  Targeted to the audience •  Delivered in 30 seconds © 2015
  • 5. Elevator Pitch Exercise 5 •  In pairs •  Person A is audience •  Person B must address that person’s mindset while answering the question: Ø What do you do? •  … in 30 seconds! •  Then swap roles © 2015
  • 7. Structuring Your Elevator Pitch 7© 2015 Now How Wow Summary Bottom-line message How we got to the Now Key factors Background Where next Future benefit
  • 9. Breaking Down Exhibit B 9© 2015 Now Day to Night Convertible Heels Patent pending •  50m women wear heels •  Hurt their feet •  5 heel heights •  Pre-sold 500 pairs •  10x return upon $250,000 investment How Wow è è ç
  • 10. Universal Usefulness •  Organise your thoughts in the simplest form •  The audience can follow •  You zoom in on the crucial facts •  If they want more, they ask. In fact you leave them wanting more! © 2015 10
  • 11. Elevator Pitch Exercise ‘Take 2’ 11 •  In pairs once again •  Person A is audience •  Person B must address that person’s mindset while answering the question: Ø What do you do? Ø Apply the NOW HOW WOW •  … in 20 seconds! •  Then swap roles © 2015
  • 12. Discussion 12 •  What worked? •  Why? •  How did the NOW HOW WOW technique help? © 2015
  • 13. 12 Tips for a Winning Elevator Pitch* •  Start off strong •  Tell what you do, not what you are •  Repeat key information © 2015 13 •  Be interesting but authentic •  Prioritise your pitch •  Know your audience *Fallon, N. (2015). 12 Tips for a Winning Elevator Pitch. Business News Daily.
  • 14. 12 Tips For a Winning Elevator Pitch* •  Focus on what matters •  Keep it conversational •  Think about your end goal © 2015 14 •  Make a connection •  Tell, don’t sell •  Open the door to continue the conversation *Fallon, N. (2015). 12 Tips for a Winning Elevator Pitch. Business News Daily.
  • 15. Elevator Pitch Exercise ‘Take 3’ 15 •  In pairs once again •  Person A is audience •  Person B must address that person’s mindset while answering the question: Ø What do you do? Ø Apply the NOW HOW WOW •  … in 20 seconds! •  Then swap roles © 2015
  • 16. Discussion 16 •  Tell your partner what he/she did well •  Give one pointer to what he/she could have done to take the Elevator Pitch up one floor © 2015
  • 17. Boundless Possibilities •  Your update in a meeting •  Email •  Opening statement for a conference call •  Instant speech •  Not-so-instant speech •  Corridor conversations © 2015 17
  • 19. Bring it to Your World What are several opportunities in your life where you’ll apply the Elevator Pitch? © 2015 19