Tips for your elevator pitch

1Challenge the future

A short guide to performing an elevator pitch

By Caryn Hart @ TU DELFT


Elevator Pitch

1. A short sales speech held in an elevator when bumping in to the CEO

2. Does not last longer than 2 minutes

3. Makes the audience curious

4. Short description of the idea, person or product you wish to sell

5. Ends with a call to action, an invation or a question


Structure:


Structure:

1. Introduction: TEASE2. Description of current situation3. Description of the desired situation4. Solution / offer5. Why me? Where to find me? 6. End


Start with a tease


TEASE:

• TEASE is an acronym for five ways to gain and retain your audience’s attention:

• Testimonial• Evidence• Anecdote• Statement• Example


TEASE:• Testimonial• Cite the behavior of a celebrity and/or quote an influential person

the audience will know of or respect.

• Evidence• On the impact of X in your career success.

• Anecdote• Of someone benefiting directly from their X expertise.

• Statement• On the significance of X to the quality of life.

• Example• Of a person whose career really took off because of X


Help Them


Help Them

Your audience has to buy something or change something:people are often reluctant to change so help them accept the new


Unique Selling Point


Unique Selling Point

• A unique, persuading proposal for your audience

• Clear: so that the audience knows what they will get in return for buying the product.

• Unique: sets you apart from the competition

• It must matter to audience: if your USP is something that no one cares about, you won't accomplish much


Well known USPs:

• M&Ms:• The chocolate melts in your mouth, not in your hand.

• You get fresh, hot pizza delivered to your door in 30 minutes or less -- or it's free." Domino's Pizza

• "It's the real thing" Coca-Cola

• "The best a man can get" Gillette


Use Aidas


Aidas

• Attention• Interest• Desire• Action• Satisfaction


AIDAS:

•A – attention (Awareness): attract the attention of the customer.•I – interest: raise customer interest by focusing on and demonstrating advantages and benefits •D – desire: convince customers that they want and desire the product or service and that it will satisfy their needs.•A – action: lead customers towards taking action and/or purchasing.•S- satisfaction - reassure the customer that he has made the right decision.


A short guide to performing an elevator pitch

By Caryn Hart @ TU DELFT


References

• Elevator: https

://www.flickr.com/photos/jdhancock/5061697780/

• Structure:

https://www.flickr.com/photos/halderman/4098344214/

• Tease:

https://www.flickr.com/photos/jessica_digiacomo/5582424149

• Help:

• https://www.flickr.com/photos/jessica_digiacomo/5582424149

•USP: https://www.flickr.com/photos/jessica_digiacomo/5582424149/

https://www.flickr.com/photos/jdhancock/5061697780/




Examples:

• Arthur Tolsma

• Winnaar Utah State

• Katie Sunday

• Wijn in zak


Career

Tips for your elevator pitch