You never know when you’ll get a small window of time to talk to a prospect. Maybe you meet someone unexpectedly. What about when that cold call is about to hang up? In these cases, you need a sales elevator pitch in your back pocket. Plus, no one likes a long-winded salesperson.
An elevator pitch offers a quick delivery for the opportunities that come out of nowhere. These 5 must-haves will help you shape a pitch that piques interest and leads to sales.
1. Ask Questions
Open with a question you know the answer to. A phone provider may ask, “You know how frustrating a dropped call is? Our company has the lowest number of dropped calls.”
A mattress sales associate may say, “You know how it feels to toss and turn all night and never really get comfortable? We guarantee a good night’s sleep.”
At Callproof, I may say, “You know how it feels when outside salespeople leave the office and you don’t know if they’re actually doing anything? We have a tool that solves that.”
These sales elevator pitch examples each ask a question about the pain. Quickly identify the problem the customer experiences and offer a solution.
2. Use a Story
Stories make you (and your product) relatable. People like to think they’re logical, but we’re emotional. A story appeals to emotion. It pulls people into a narrative while showcasing your product.
Think of stories as a song. Each one should have a beginning, middle, and end. Your pitch should start with a problem, transition into the solution, and end with a result. The more you craft that into an engaging story, the longer people will remember it.
3. Make it Real
We all know pictures speak louder than words, but something tangible speaks volumes. When a prospect can touch the physical product, you make them understand that it feels better, works smarter, etc. with very few words. That’s going to communicate a lot faster than you.
When you’re selling an experience or a saving, still work to make it real. If your product is more cost-effective than most, you may ask, “How many employees do you have?” “100,” the prospect replies. “We save an average of $10/month per employee. That means we’d save you $1,000/month for xyz.”
This instant ROI quote capitalizes on the specifics of the prospect’s business. All managers can tell you how much they sell each month or how many employees they have. Use the data to create a tangible situation for their company.
4. Set a Time to Meet Again
The point of a sales elevator pitch is to set a time to meet at another date. Your goal isn’t to sell instantly, but rather to book a time to continue your conversation. This may sound more difficult than it is. Just ask, “Hey, do you have your phone on you?” Most people will immediately grab it.
If you can get them to do one thing without knowing it (pulling out their phone), then you can make them take the next step and book the meeting. Ask, “Are you free next Friday at 2:00? Yes? Then what’s your email address, I’m going to send you an invite.” Now you have both a date and their contact information. Don’t just say, “We’ll be in touch.” Lock it in while they’re in the moment.
5. Expand Your Time
Find ways to get more time with your prospect. Share an Uber or Lyft with someone for a chance to pitch right then and there. If you are at a conference chatting with someone who’s about to get in an Uber, ask “Where are you going?” Maybe you’re headed to the same hotel or airport. If you can share a ride, you’ll then get the opportunity to build rapport over 10 minutes rather than 20 seconds. Often there are speakers that everyone clambers to talk to. Cheat the system and wait until they leave. If one of them will share a Lyft, you’ve just stretched out your elevator pitch.
If you can share a ride, you’ll then get the opportunity to build rapport over 10 minutes rather than 20 seconds. Often there are speakers that everyone clambers to talk to. Cheat the system and wait until they leave. If one of them will share a Lyft, you’ve just stretched out your elevator pitch.
A sales elevator pitch is all about maximizing your time. Spend some time working on your approach so you’ve got it down when the time comes.