If you have not heard of the term “elevator sales pitch” you might be wondering what that is all about. Here is a brief explanation of the concept and an expansion on how to perfect the required elements in your own elevator sales pitch.
What is an elevator sales pitch?
The elevator sales pitch originated in America as the perfect way to introduce yourself and your business to a potential client in as short a time as it took the two of you to complete an elevator ride. In such a situation you do not have time to waste and each word you utter becomes part of the impression you make. In this case you need to work on the pitch and perfect it before you begin using it on potential customers. Let’s look at the elements that are common to all elevator pitches no matter what product you are trying to sell.
It introduces the person and the product represented
A good sales pitch will give a brief introduction to both, the man and the product being spoken about. It does not have to be an autobiography of epic length, just a couple of basic sentences such as where you are from and why you are there. Remember in the case of an elevator sales pitch, time is of the essence and short is really sweet.
In such a situation you do not have time to waste and each word you utter becomes part of the impression you make.
It works in any place and in any situation
Unlike a pre planned presentation which needs its own props and position, the elevator sales pitch does not need anything specific to be presented. It can be used by the sales person in any place from a train to a church. It can also be used in any situation such as waiting in line for a bus or sitting in a fast food restaurant sharing a table while you eat your burger.
It does not make your prospective client uncomfortable
The beauty of the elevator sales pitch is that it gives out all the pertinent information to your prospective client but does not make them feel uncomfortable. It is more like having a conversation than actually trying to make the client invest in your product. Sure you highlight the benefits of the product but you do not ask them to buy it.
It includes a call to action along with the information
This brings another point up. If you do not ask them to buy the product during the elevator sales pitch, how will you sell products? This problem is solved by adding a call to action to the pitch. Now this call to action may be something as simple as asking them to drop by to the showroom later in the day or to exchanging business cards and asking them to get in touch later. Of course now that you have their contact information you do not have to wait around till they call, you can always give them a ring to pursue the lead after a couple of days.
It is more like having a conversation than actually trying to make the client invest in your product.