BU E-Club - Winning Elevator Pitch

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Crea%ng a Powerful Elevator Pitch October 24, 2013

Beth Goldstein

Beth Goldstein

ü  Business Growth Consultant and Founder -‐ Edge Institute

ü  Director, BU New Venture Compe<<on Entrepreneurship & Marke<ng Educator

ü  Published Author & Trainer Small Business Growth


Expanding Your Brain Power

•  Ac<vely Par<cipate •  Write things down •  Make connec<ons

3

Ensuring Your Message is Received


Lesson: Don’t Let

YOUR Message Be A

Lizard

Percep<on Is Reality

What’s YOUR Brand?

How Are You Delivering Your Message?


Every Pitch Is A Branding Opportunity

Why It’s So Important to Get it Right

How do we decide if we like the person delivering a message?

Source: John Daly, U of Texas

55% 38% 7%

• Body language • Tone of voice • Actual words


Who’s Paying ATen<on

Adults-‐Typical ATen<on Span

15 to 30 seconds

What did I just say???

Before – During – AZer

How Do YOU Stand Out: Steps


Know your value proposi%on/benefits •  Rehearse what you are going to say

PREPARE FOR Know ‘hot buEons’ or triggers (emo<onal connec<ons)

1. Before

Power Posing – Increases Confidence

Increases testosterone levels •  Arms in the air •  Feet up on your desk •  Stand on <ptoes with arms up

12 Source: Amy Cuddy, Asst. Professor, Harvard Business School.


•  Know your value to the prospect •  Speak with confidence •  LISTEN carefully •  Ask relevant ques<ons

Secure next step!!

2. During

•  How do your BENEFITS SOLVE a problem… or create an opportunity? •  “So What Factor”

•  What’s In It For THEM?

Benefits


•  Update your database •  Send thank-‐you that includes:

•  Great to meet you •  Restate Needs •  Next steps

3. Follow-‐up

Do You Struggle to Get Your Message Across?


•  Appropriate gestures help explain

•  Demonstrate your passion

•  Channel nervous energy

•  Stand with confidence and ease

Body Language

•  Pacing •  Inflec<on •  Ar<cula<on •  Volume

Voice


•  Impacts credibility •  How confident you appear •  Not a staring contest •  Cultural differences

If you can’t “look someone in the eye” it may hurt your chances for success!

Eye Contact

•  Excitement

•  Interest

•  Sincerity

•  Boredom

Facial Expressions


How Do You Introduce Yourself

& Prevent This

Reac<on?

10 Commandments: Thou Shall…

1.  Address the audience’s needs

2.  Make strong eye contact

3.  Be confident 4.  Be clear and

articulate 5.  Pace yourself

6.  Speak at an appropriate volume

7.  Watch body language

8.  Show sincerity 9.  Be easily

approachable 10. Practice,

practice, practice!!


Your Elevator Pitch

23

ü Your name and company ü A brief but compelling statement about your product’s or service’s value or benefit as it relates to this person

ü A concise descrip<on of your product ü A statement that reinforces your credibility – offers proof of your unique exper%se OR

ü A statement about what makes your product or service unique

ü Your personal energy and passion

Let’s prac<ce: 2 minutes per discussion!! That’s 1 minute PER PERSON


What did you learn?

Who Stood Out?


NOW: Tell Us YOUR Story…

Thank You!

See ya Nov. 1

Applica%ons for the Pitch & Pizza Compe%%on are due

Monday, Oct 28 at 5 pm

Bu.edu/entrepreneurship