Your Elevator Pitch -
How to get clients in 20 seconds!

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Veterans Advantage, Inc.
Your elevator pitch is one of the most important tools in your marketing mix.

With a great pitch, you can get more clients from networking events, business mixers, social gatherings, and even chance meetings (such as those you might encounter between floors in an elevator).

When asked, “So, what do you do?,” can you consistently provide a response with confidence and clarity in less than 20 seconds that brings you new business? That’s where the right pitch comes in.

An elevator pitch is more than just a condensed description of your business. There is a right way and a wrong way to make your pitch, and knowing this distinction can mean the difference between getting new clients and watching your potential prospects walk away.

Here are three tips to help you create a client winning pitch:

Tip #1:
Focus on the results that clients receive by working with you. Consider the following scenario: Sara is a Realtor who works very hard to find her clients the right house and make sure they get the best deal. Whenever she pitches herself, she says, “Hi, I’m Sara with Seaside Realty. I provide all the services you need to buy a second home. I shop with you, write offers, and help with the inspections to seal the deal. Let me help you buy that second home!"

While Sara offers plenty of details about her services, she fails to answer the number one underlying question that must be addressed if you want a prospect to inquire further about her services, which is: “What’s in it for me?”

Here is Sara’s revised pitch: “Hi, I’m Sara with Seaside Realty. I work with busy city dwellers to find a quiet tranquil getaway home on the calm shores of Rocky Island. Unspoiled, easy access and reasonable prices give you the relaxation you are looking for.”

By applying these changes it is no surprise that Sara’s revised pitch has taken her sales to new heights. Who wouldn’t consider Sara’s services after hearing this new pitch?

Elevator Pitch Graphic

Tip #2:
If you offer a variety of services or run multiple businesses, focus on only one area in your pitch, and be concise. Remember, your goal is to communicate what you do and the benefits of working with you in 20 seconds or less. You don't have time to be unfocused, or unclear.

Tip #3:
When you state your elevator pitch, realize that you are not only pitching to the person in front of you, you are pitching to their entire Rolodex. You never know who that person knows who might be in need of your services.

By creating a powerful elevator speech and knowing how to deliver it, you can bring in more new clients than you ever dreamed possible. Just remember the magic words from your potential client’s perspective: “What’s in it for me?”

-by Laurelle Johnson
Laurelle Johnson is an Elevator Pitch expert,
speaker, and author of workbooks on the subject.
Laurelle can be reached at:


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