5 Tips for a Great Elevator Pitch
What is an Elevator Pitch?
You’ve just been introduced to a potential client and he asks what it is your company does. You open your mouth and pause… Where on earth do you start?
In a panic, you blurt out a nervous rant filled with jargon and quickly realise you’ve lost both his interest and attention. If you’d been better prepared, there could have been a great opportunity for new business!
This is where it really helps to have an elevator pitch (a short, pre-prepared speech) that explains what your organisation does, clearly and succinctly.
A short, pre-prepared speech that explains what your organisation does clearly and concisely. A great elevator pitch should be memorable, engaging, and no longer than 20-40 seconds—about the time it takes to ride an elevator.
When should I use an Elevator Pitch?
There are many situations in which an elevator pitch can be useful, not just for salespeople selling their products or services:
- Introducing your company to a potential client or investor.
- Pitching a new idea to your manager or CEO.
- Networking at an event and answering, “What do you do?”
- Describing your career or expertise in a clear and compelling way.
To deliver a memorable pitch you need to use persuasive language that sparks an interest in your company, a project, an idea or even yourself. This may take some time to perfect, but when done well, it can open doors to new opportunities.
How do I create an Elevator Pitch?
With just seconds to make an impression in your opening line, an elevator pitch can present an interesting and difficult dilemma for many people. Always keep in mind that your pitch and approach should be tailored depending on the situation you are in.
1. Identify your Uniqueness
A compelling elevator pitch makes the listener remember you or your company. The best way to achieve this is by showing how you stand out from the competition.
- What makes your business, product, or service different?
- What is your unique selling point?
- Why should your audience care?
Your goal is to differentiate yourself in a crowded market. If you’re pitching to an investor or potential client, your niche could be the deciding factor for success.
Example:
Instead of saying, “We provide digital marketing services,” try:
“We specialise in helping small businesses increase online sales by 200% through AI-powered email marketing.”
2. Show Passion and Conviction
People invest in people first, then ideas. Your pitch should sound confident and enthusiastic—if you’re not excited about what you do, why should anyone else be?
- Avoid corporate jargon—speak in a way that’s natural and engaging.
- Make eye contact and use body language to show confidence.
- Deliver with energy—a monotone pitch won’t excite anyone.
Your business, product, or service might not be exciting to everyone, but passion is contagious. When you believe in what you do, others will too.
Example:
Instead of saying, “We help companies with customer engagement,” try:
“We make customer interactions feel personal again, helping businesses build loyal communities, not just transactions.”
3. Add Value / Solve Problems
In the eyes of an investor or potential client, it is all about adding value. If your pitch focuses only on you, your audience will lose interest. Instead, focus on them—show how your business adds value to their lives.
- How does your product or service make life easier?
- Can you increase revenue, save time, or improve efficiency?
- What pain point are you solving?
Example:
Instead of saying, “We create websites for startups,” try:
“We build high-converting websites for startups, helping them generate leads and attract investors faster.”
4. Build a Relationship
Your elevator pitch acts as a ‘verbal’ business card which should intrigue your audience to seek more information. Be ready and prepared to share a few more facts about yourself or your company following your elevator pitch.
Share facts but keep your statements brief, as the greatest strength to possess when networking is to be a good listener.
- Keep it conversational—don’t just dump information.
- Leave room for a follow-up question or discussion.
- Show interest in the person you’re speaking to. The information you receive will give you a deeper insight into how you can proceed building a genuine relationship.
Great networking is about building relationships, not just delivering a rehearsed speech. The best pitches invite further conversation rather than ending in awkward silence.
Example:
Instead of saying, “We create HR software,” try:
“We help companies reduce employee turnover by 30% with AI-driven HR software. What challenges does your team face in retaining top talent?”
5. Be Natural
The worst thing you could do is memorise a pitch and regurgitate it like a robot. The best ones feel effortless and natural. Be conversational, relaxed and engage your listener with eye contact. A good technique is to rehearse your pitch for speed, smoothness and the amount of facts you want to deliver. The more you practice, the more natural you will feel when delivering that all important pitch.
- Rehearse, but don’t memorise word-for-word.
- Speak as you would in a real conversation.
- Adjust based on the situation and listener.
Pro Tip:
Practice delivering your pitch in front of a mirror, recording yourself, or with friends. Watch for body language, tone, and engagement—your confidence should match your words.
The Bottom Line
To create a great elevator pitch, you should always:
- Identify your uniqueness
- Show passion
- Add value / solve problems
- Build a relationship
- Be natural
Remember to tailor your pitch and approach to suit different situations. To keep your listener’s attention, always ensure your pitch is between 20 – 40 seconds.
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