In our previous blog post, we explored the question: “What can my product or service do for the customer?” We discussed key tactics that can make a sales conversation more effective and insightful.

Today, we shift focus to an equally important phase of the sales process: THE FIRST IMPRESSION. We will dive into the essential elements and questions that help us leave a lasting and positive impression on potential customers.

Opportunities to sell our product or service are everywhere, and making a strong first impression is key. That’s why having a ready ELEVATOR PITCH is invaluable!

An elevator pitch is a concise and persuasive sales presentation that lasts no longer than an elevator ride, designed to generate INTEREST in our product, service, or idea, and highlight what makes them UNIQUE.

This tool is essential for various situations—whether we’re meeting new prospects, making initial contact, or trying to spark interest in what we and our company do among our target audience.

When customers first meet us, they have several QUESTIONS on their minds:

• Can they see themselves working with us?
• How much can they trust us?
• Are we knowledgeable enough about what we’re talking about?

To create an impactful elevator pitch, we need to carefully think through and answer these four key questions:

1. Who are we?
2. What do we do, and how do we do it?
3. What’s useful or interesting for the customer?
4. Why should they choose our product/service?

PREPARATION is crucial in crafting a successful elevator pitch. To provide quality answers to the key questions, we must carefully consider the following:

• What is our primary goal?
• Who is our potential client/customer?
• What benefits can we offer them?
• How will we open our pitch, and how will we close it?
• What is the key message we want the listener to take away?

When we prepare and communicate all the elements of our pitch effectively, we create a powerful first impression with potential customers, paving the way for the next step: scheduling a sales meeting and turning a prospect into a client.

To make the most of this tool, it’s vital that our verbal and non-verbal messages are aligned. Well-prepared answers must be paired with a confident and convincing demeanor.

Let’s create, test, and learn from our experiences, because the elevator pitch offers us exactly that opportunity!