The elevator pitch or the art of captivating your audience

Who has never heard ofThe elevator pitch ? This short speech of a few seconds for present a project and get immediate attention of its audience.

An elevator pitch or “pitch deck” is essential for entrepreneurs or anyone who wants to convince a potential investor or partner.

But let's be honest: it's more complicated than it seems. How to communicate all the key information in a short time while making your listener want to know more?

Here are some tips to help you build a powerful elevator pitch.

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Elevator pitch, what are we talking about?

The elevator pitch is a quick and easy promotional speech which generally lasts from a few seconds to 2 minutes maximum. As its name suggests, it must be able to be presented for the duration of an elevator trip.

Easy to remember, synthetic and convincing, This pitch can be used in any daily situation: on the street, in a restaurant, in a hallway... In any situation where you meet someone you want to convince. It should always be on the tip of your tongue.

This short speech can be used in various cases:

• promote a product or service;
• do prospecting (we will then speak of “sales pitch” instead);
• convince investors or partners to contribute to a project;
• present your project and invite your interlocutor to inquire.

Note that The elevator pitch is not just for entrepreneurs, he can also talk about you! If you want to build a sales deck, your pitch should convince in a few minutes. We explain to you how to do it.

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How do you build an elevator pitch?

How long does an elevator pitch last?

In general, the elevator pitch is very short. Composed of 3 to 4 clear sentences, It must be able to be presented in less than a minute. 

However, it may be longer or shorter depending on the context In which you are and what do you want to generate in your interlocutor: Arouse his curiosity? Get an appointment? Invite him to inquire?

Some contexts lend themselves to longer speeches. For example, if you are speaking to investors during an appointment, your presentation may last about ten minutes.

However, the idea is always the same: be clear, concise, and convincing.

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Preparing your Pitch Deck

An elevator pitch cannot be improvised! It is essential to Prepare your speech well upstream.

To gather concrete preparation tips, we made a Interview with Fabien Collangettes, an expert in Venture Capital. He gave us his valuable advice for Teaser your project and successfully raise funds.

” For an elevator pitch to work, it must be very well prepared, ultra-careful, ultra-precise with a very clear and powerful storyline. ” Fabien Collangette

In summary, here are the few points to take into account when preparing your pitch deck:

• Support your speech with a Impactful visual (if relevant) that conveys good intentions.
• Anticipate questions of his interlocutor and respond to it in the pitch deck.
• Train, train and train ! Even if you know your pitch by heart, learn to present it in a natural and convincing way, remember that you need to engage your audience.

The structure of the elevator pitch

The big challenge of the elevator pitch is that it must be both short and very comprehensive. It is therefore essential to think carefully about the structure of your speech.

So here is an idea of a typical structure, to adapt according to the time you have, your contacts and the highlights that you definitely want to mention.

In a business context

Situation: the problem

• You have noticed a problem...
• So far unsolved for a reason...
• You have the solution...

This solution: your product

• Your value proposition is...
• Go here for a demo...
• Your customers love your product or services because...

Your place in the market

• You target a specific market or company, talk in terms of the number of users
• Your positioning in the market is...
• Here is the ingredient that sets you apart from the competition...

Some data to support your speech

• Your business model is: sales — variable costs = margin
• You distribute your product on such (s) channels...
• The KPIs you are tracking are...

Your story

• Your historical roots or striking anecdote
• Your team and what they've achieved
• Your plan for the next 12 to 18 months is...

Conclusion of your pitch

• Your end goal is to be essential for...

For a job search

1. Introduce yourself quickly by focusing on your current research or status
2. Focus on one or two professional experiences or significant training courses, in line with your request
3. Present your added value: differentiating achievement or achievement
4. What are your personal goals? What motivates you on a daily basis?
5. End with a call to action (CTA), for example, “I would love to continue this conversation to see how my skills can help you.”

If you are looking for a job, do not hesitate to customize your elevator pitch. The challenge is still to attract the attention of your interlocutor and to differentiate yourself from other potential candidates. Don't be afraid to let your uniqueness shine through!

3 elevator pitch examples that make a difference

It is often more difficult to build a synthetic elevator pitch than to write a long and comprehensive speech. Choosing the right information to share is part of the exercise.

To inspire you, here are 3 examples of short pitches to present the added value of famous companies.

Apple

“At Apple, we design innovative products that are revolutionizing the way people live and work. From the first Macintosh to the iPhone, we always have pushed the boundaries of technology with stylish design and intuitive user experiences. Our products are not only tools, they transform industries whole and improve daily life millions of people around the world.”

Tesla

“Tesla is redefining the automotive industry with efficient, sustainable and autonomous electric vehicles. Our mission is to accelerate the global transition to sustainable energies. With continuous innovations in battery technology and autonomous systems, we create vehicles that respect the environment, efficient and secure. ”

Airbnb

“Airbnb is transforming the way people travel and discover the world. We connect millions of travelers with hosts that offer unique accommodations, in the city center or surrounded by nature. We allow our users to experience authentic experiences and we create economic opportunities for our guests. With Airbnb, everyone feels at home, anywhere in the world.”

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The 3 elevator pitch best practices

Use storytelling

Storytelling is essential to capture the attention of your audience and Differentiate yourself of your potential competitors. This strategy makes it possible to break the robotic dynamics of the exercise and to Make a real connection with your interlocutor.

You are requesting the emotional dimension by echoing An experience or significant events. To build your storytelling, you can for example:

• refer to the historical roots of your company, to the personalities who have impacted your growth or to the major events of your career;
• Go back to key values and beliefs who inspired you to start this business;
• Do a link to your past or a personal event that generated awareness in you;

Take the time to be good Think about your storytelling, it is the common thread of your brand image and your communication. As far as possible, reference it in your elevator pitch.

Adapting your speech to the public

Depending on the context and your audience, you will not offer the same elevator pitch.

First exchange with an investor or networking event

For this type of context, choose a quick presentation maximum 5 minutes. Focus on The core of the message : who you are, what you do, and how your solution stands out. The aim here is to get attention quickly.

Dedicated meetings or interviews

If you have the opportunity to explore your project in more depth and your skills, bet on a presentation of a maximum of 10 minutes. Here you can develop the key points : why you, why now and how to differentiate yourself. You want to generate interest without losing sight of what matters most.

In-depth presentations with investors or potential customers

If you have managed to get an appointment with potential funders or customers, you can go into detail. Then plan for a presentation of about ten minutes, 20 minutes maximum. Add details about the business model, market strategy, and concrete data. It is also the time to rely on impactful visuals by offering, for example, a synthetic and clear PowerPoint presentation.

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Make time for questions

Final advice for Succeed with your elevator pitch : Always keep an eye on the watch ! Your interlocutors will appreciate that you respect their time.

Whatever the form of your speech, Always leave time for questions. It is also preferable to offer a concise pitch and to have a few minutes to discuss with your audience. Think about it!

You are now a fan of elevator pitches. Do not hesitate to work on several versions, more or less long and detailed that will adapt to different situations. And Work out, it is the key to success!

Need help building an impactful presentation? Do not hesitate to contact our PowerPoint experts to discover our support method.