Imagine that you have less than 1 minute to prospect a customer. Don’t speak faster; talk smarter.
What is an elevator pitch?
An elevator pitch is a short and concise sales pitch that says everything your customer needs to know. Elevator pitches should be direct, unique, personable, and most importantly well-rehearsed. Not every pitch has to be the same; with a well-constructed, formulaic pitch, you can use the same pitch for every occasion and audience.
Treat it like a formula
- Stay away from general statements. “I’m in the HVAC business” is too vague and will give people the chance to start tuning out. Keep it unique and personable like this: “I’m a NATE-certified Lennox technician serving the Chicago area.”
- Get the audience interested. What separates YOU from Joe Schmoe? Why are your services more impressive than competitors’? Highlight your services, products, and promotions briefly and directly.
- Eliminate technical jargon. Just because you know what a product or service is doesn’t mean the customer does, which creates confusion. While you’re continuing with your pitch, the customer is still trying to figure out what you’re talking about, missing the point.
- Don’t forget the finesse! Be charismatic, passionate and confident in delivering your pitch. The more confident you are, the more confident the customer will be in what you’re selling.
Still not quite sure how to build a well-crafted pitch? Check out these online tools to help you get started.
- Harvard Business School Pitch Builder
- Bloomberg BusinessWeek – The Perfect (Elevator) Pitch – Slideshow
- Bloomberg BusinessWeek – The Perfect (Elevator) Pitch – Article
- Mashable – Elevator Pitch Advice Tips
- Microsoft – 5 Tips for Creating an Elevator Pitch
How effective is your elevator pitch? Is it personable?
4 Comments
This is very good sales pitch information! My brother told me about a sales pitch from a Chicago hvac service representative that got him very interested. What keeps me interested in a sales pitch is the passion and the confidence. If I can tell someone doesn’t believe in what they are selling I loose interest quickly. Thanks for the information.
Glad it helped! – Mike
This is really great advice to any HVAC company looking to stand out. I am in a network group and I see numerous people who define their services that are soo vague. I continue to refine our pitch to make sure we stand out. Keep up the great posts!
Thanks for the feedback, Chris! – Mike