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Use The Elevator Pitch Charles E. Crouch © Charles Crouch 2004-14 Photo: Hubspot to Captivate Potential Customers

Use the Elevator Pitch to Captivate Potential Customers

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The elevator pitch started as a quick presentation to a potential investor, but it has many more uses, such as attracting potential customers. Too often we focus on answering the question "So what do you do?" rather than trying to start a conversation. Instead of trying to tell everything, tell just enough to get the other person interested, intrigued and wanting to know more. A good pitch will begin a conversation using a top benefit or best feature. When delivering your pitch keep it simple, clear, answering questions with questions and practice. Be ready to give your pitch anytime.

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Page 1: Use the Elevator Pitch to Captivate Potential Customers

Use The Elevator Pitch

Charles E. Crouch

© Charles Crouch 2004-14Photo: Hubspot

to Captivate Potential

Customers

Page 2: Use the Elevator Pitch to Captivate Potential Customers

You’re at a party, having a great time, then someone asks you:

Photo: iStockPhoto

Page 3: Use the Elevator Pitch to Captivate Potential Customers

“So, what do you do?”

Your first response it to answer the question,usually something like “I work at ACME Widgetsas a sales engineer.”

Photo: Microsoft

But this is exactly theWRONG thing to do!

Page 4: Use the Elevator Pitch to Captivate Potential Customers

Your goal is to Start a Conversation

Photo: C. Crouch

Page 5: Use the Elevator Pitch to Captivate Potential Customers

You do this just like fishing. Dangle some tasty bait,wait for them to nibble, then begin a conversation.

Photo: iStockPhoto

Page 6: Use the Elevator Pitch to Captivate Potential Customers

Your goal with your elevator pitch is to pique their curiosity and get them thinking:

“What is in this for me?”

But too often we try to tell too much, too early…

Photo: iStockPhoto

Page 7: Use the Elevator Pitch to Captivate Potential Customers

It’s like making them try to drink from a firehose.

Instead first give them a taste, just enough to make them want to know more. This will start the conversation.

Photos: iStockPhoto

Page 8: Use the Elevator Pitch to Captivate Potential Customers

But this isn’t easy!

You are an unknown person.

You have an unfamiliar offering.

You only have a few seconds.

Page 9: Use the Elevator Pitch to Captivate Potential Customers

Good Material

Think about your offering.What is your top benefit?What is your best feature?These are good things to lead with.

Remember, you only have seconds, so make it good.Photo: C. Crouch

Page 10: Use the Elevator Pitch to Captivate Potential Customers

Delivering Your Pitch

Here are some things to keep in mind.

Photo: iStockPhoto

Page 11: Use the Elevator Pitch to Captivate Potential Customers

Keep it SimpleKeep it Clear

You only have a few seconds!

Photo: iStockPhoto

Page 12: Use the Elevator Pitch to Captivate Potential Customers

Answer Questionswith Questions

Keep the conversation flowing.

Photo: C. Crouch

Page 13: Use the Elevator Pitch to Captivate Potential Customers

Practice

Pitching is not easy. Practice every chance youcan to see what works best for you.

Photo: Microsoft

Page 14: Use the Elevator Pitch to Captivate Potential Customers

Be Ready

Be ready to give your pitch and start a conversation at anytime. You never know who you will meet.

Photo: C. Crouch

Page 15: Use the Elevator Pitch to Captivate Potential Customers

Other Presentationson SlideShare

Photo: C. Crouch

Page 16: Use the Elevator Pitch to Captivate Potential Customers

Questions Comments and Suggestions?

Charles [email protected]

CharlesECrouchwww.charlescrouch.com

Photo: iStockPhoto