Sasin Entrepreneurship August Sundowner "How to perfect your elevator pitch" by Kathy O' Brien...
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Transcript of Sasin Entrepreneurship August Sundowner "How to perfect your elevator pitch" by Kathy O' Brien...
How To Perfect Your
Elevator Pitch
Sasin Entrepreneurship Centre
19 August 2015
Background: Elevator Pitch
2
• Coined by Ilene Rosenzweig and Michael Caruso
• Scenario: meeting someone important in the lift
• Delivers the WOW factor
Bill Reichert, CEO, Garage Technology Ventures
© 2015
“In the real world, your basically have 20 seconds to get someone engaged or you might as well go home.”
Your ‘Elevator Pitch’
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• Imagine someone steps into the lift and asks: What do you do?
• You respond with an Elevator Pitch: • Concise • Professional, yet sounds like a human being • Targeted to the audience • Delivered in 30 seconds
© 2015
Exhibit A
4 © 2015
Elevator Pitch Exercise
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• In pairs • Person A is audience • Person B must address that person’s mindset while
answering the question: Ø What do you do?
• … in 30 seconds! • Then swap roles
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Discussion
6
• What was challenging? • What worked? • Why?
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Structuring Your Elevator Pitch
7 © 2015
Now
How
Wow
Summary Bottom-line message
How we got to the Now Key factors Background
Where next Future benefit
Exhibit B
© 2015 8
Breaking Down Exhibit B
9 © 2015
Now Day to Night Convertible Heels Patent pending
• 50m women wear heels • Hurt their feet • 5 heel heights
• Pre-sold 500 pairs • 10x return upon
$250,000 investment
How
Wow
è
è
ç
Universal Usefulness
• Organise your thoughts in the simplest form
• The audience can follow
• You zoom in on the crucial facts
• If they want more, they ask. In fact you leave them wanting more!
© 2015 10
Elevator Pitch Exercise ‘Take 2’
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• In pairs once again • Person A is audience • Person B must address that person’s mindset while
answering the question: Ø What do you do? Ø Apply the NOW HOW WOW
• … in 20 seconds! • Then swap roles
© 2015
Discussion
12
• What worked? • Why? • How did the NOW HOW WOW technique help?
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12 Tips for a Winning Elevator Pitch*
• Start off strong
• Tell what you do, not what you are
• Repeat key information
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• Be interesting but authentic
• Prioritise your pitch
• Know your
audience
*Fallon, N. (2015). 12 Tips for a Winning Elevator Pitch. Business News Daily.
12 Tips For a Winning Elevator Pitch*
• Focus on what matters
• Keep it conversational
• Think about your end goal
© 2015 14
• Make a connection
• Tell, don’t sell • Open the door to
continue the conversation
*Fallon, N. (2015). 12 Tips for a Winning Elevator Pitch. Business News Daily.
Elevator Pitch Exercise ‘Take 3’
15
• In pairs once again • Person A is audience • Person B must address that person’s mindset while
answering the question: Ø What do you do? Ø Apply the NOW HOW WOW
• … in 20 seconds! • Then swap roles
© 2015
Discussion
16
• Tell your partner what he/she did well • Give one pointer to what he/she could have done to
take the Elevator Pitch up one floor
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Boundless Possibilities
• Your update in a meeting
• Opening statement for a conference call
• Instant speech
• Not-so-instant speech
• Corridor conversations
© 2015 17
Exhibit C(omical)
© 2015 18
Bring it to Your World
What are several opportunities in your life where you’ll apply the Elevator Pitch?
© 2015 19