Lots of coaches and consultants ask about how to have a quick one-minute pitch or elevator speech that gets prospects interested and attracts new clients so that they can grow their practice. This article gives you two quick templates to use that can do that for you.
First, I don’t love the name “elevator pitch.” If you think someone in an elevator is going to ask you what you do, hear what you have to say, and hire you, you don’t ride many elevators.
It’s better to think of having a one-sentence value statement that succinctly captures the value you provide, and who you help. That way, when you meet someone and they ask you what you do, you can tell them and maybe get them interested in learning more. One sentence is all you need.
The first template for this statement is: “I help X to get Y.” X is the people you help. Y is the benefit you bring. For instance, “I help owners of construction companies take on more projects while spending less time working.”
A second template is: “X comes to me when they are struggling with Z.” Again, X is the people you help. Z is the problem you solve. You might change the word “struggling” to “frustrated” or something similar. For instance, “Partners at law firms come to me when they are frustrated with conflicts within the partnership.” Or, “Leaders in technology companies come to me when they realize they are great at technology but not so great at getting people and teams excited and motivated.”
When you have a statement like this, it becomes so much easier to get introductions and new opportunities. If you tell someone what you do in a concise, specific way using one of the above templates, you can then ask them who they know that might know people that you serve, and who might have the problems that you help to solve. You can ask specific questions to jog their memories and have them think of people they can introduce you to, or maybe places where you can speak or get access to decision makers.
Similarly, if you are speaking to someone in your target market, they are more likely to say, “Oh, that’s interesting! Tell me how you do that…”
Finally, with a one-sentence statement that tells people who you serve and how you help, people are more likely to remember you and think of you first when they have a need.
If you don’t already have a one-sentence statement like this ready to go, write one now. Remember:
I help X to get Y;
X comes to me when they are struggling with Z.
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