If you’re in business, you already know an elevator pitch is essential to your success. Being able to communicate what you have to offer (your unique selling proposition) is one of the first things organizations from start-ups to established global entities know is essential to success.
That doesn’t mean delivering an effective pitch is easy. Knowing what to leave out, of all the things you could tout about your organization, is always the difficult part. Furthermore, the work doesn’t stop there. Not only do you need to develop that pitch, you’ll need to periodically review it as your organization grows and changes to make sure it’s still working for you.
And what about the all-important delivery? It’s not enough to get the content right. You’ll also have to make sure everyone who potentially deals with your target audience, and certainly the senior executives and representatives of your organization, communicate your pitch effectively.
Keep these essential points in mind:
- IT’S ALL ABOUT WHO’S CATCHING (“THEM”): A common mistake in elevator pitches is to tout what your organization does best. That approach asks too much of your audience. It assumes your audience not only stays interested (often through org charts and client lists), but will then do the work needed to figure out the synergy between what you do and what they need. Instead, do the work for them. Due diligence is all about figuring out what the need is for any particular client and then crafting your pitch exactly where it’s likely to be the most effective; how your expertise can help them meet their goals, solve problems and stay out front of their competitors.
- VARY YOUR PITCH: If you understand that “It’s All About Them,” then you know you can’t use the exact same pitch with every potential client. Yes, it’s easier to have top executives work out a pitch that everyone will then work off of in speaking to potential clients and other audiences. The problem is pitches are never effective if they’re only crafted top down. You’re going to have to allow your people, who are likely after all to be closest to those potential clients and their concerns, some latitude. Yes, you want your teams on the same page and familiar with key messaging for your organization, but remember to allow them to find their individual best pitch for individual clients. Don’t ask your executives to memorize a script. Ask them to internalize and absorb a set of values and messages about what sets your organization apart. Remember, this isn’t acting. You want your executives to be able to speak with passion and authority about what they truly believe.
- PITCH PERFECT TAKES PRACTICE: Whether you choose a professional coach or tackle honing your performance on your own, there is simply no substitute for practice. Countless organizations complain there is no time to hone the pitch. If you don’t, it means you’re practicing that pitch in front of the client and no organization should be doing that. Practice also doesn’t mean simply emailing written materials around to the team either. It means being in the same room and hearing the pitch the way your target audience will, orally. No matter how tight the deadline, how busy the team, oral practice simply has to be part of your preparation routine.
- DEVELOP SOME BENCH STRENGTH: Every organization wants to rely on its best come game day. However, this is a skill that takes some cultivating. Begin cultivating your next tier of talent by giving them some role in these oral pitches. They’ll need ongoing practice and ongoing feedback to bring their skills up to where they need to be. Executives shouldn’t be waiting until they have “the title” before learning how to speak for the company with both internal and external target audiences.
- IT AIN’T OVER ‘TIL IT’S OVER: One of the recognized great political orators of our modern day, Bill Clinton, famously had coaching before every major political speech throughout both terms in office. Recognized industry presentation greats like the late Steve Jobs famously practiced presentations as full productions, complete with story-boarding and onstage rehearsals. No one gets good and stays good at these oral skills without ongoing, frank and pointed feedback.
It’s hard to think of another skill that has as much potential to impact success as oral presentation skills. Devote the time you need to honing and developing them for yourself and for your organization.