Crafting a Winning Elevator Pitch

My team and I get pitched 5–10 new businesses every week. Mostly from entrepreneurs trying to raise money. If you want your message or pitch to stand out to investors, do this: 1. Start with the problem, not the product. If I don’t feel the pain, I won’t value the solution. 2. Be brutally clear. My team should understand your business in 10 seconds or less. 3. Show traction, not just vision. Even if it's small, show me that the market wants it and you know how to deliver. 4. Tell me why you’re the one. I’m investing in you as much as the idea. Show conviction, not just ambition. 5. Make it a conversation, not a monologue. Curiosity builds trust. Ask good questions and make it collaborative. Keep it simple.

Listen up. I’ve coached thousands of sales calls and most reps sabotage their own deals without realizing it. When I started in 2007, I nearly got fired for not understanding how language impacts buyer psychology. Now, after helping teams double revenue in 90 days, I can spot the hidden mistakes instantly. You're probably killing your win rate with these “harmless” phrases. Here are 6 phrases that are absolutely DESTROYING your deals (and what to say instead): 1) "Sorry to bother you..." Starting with an apology tells the prospect, “I’m not worth your time.” You’ve lost before you’ve begun. Top 1% performers NEVER apologize for delivering value. They command attention through absolute certainty. ✅ POWER MOVE: "Hey Alice, Marcus here from Venli. I'm reaching out because we helped Company X increase their pipeline by 37% last quarter, and I noticed your team might be facing similar challenges..." 2) "Just following up..." This lazy phrase screams, “I’ve got nothing to offer, but want your money.” Total momentum killer. Elite reps are wildly precise with their words and always reference specific commitments made in previous conversations. ✅ POWER MOVE: "Alice, you mentioned you were going to discuss our proposal with Charles during your leadership meeting yesterday. I'm curious … what feedback did you receive that we should address?" 3) "I know you're really busy..." Say this, and you’ve just made yourself irrelevant. Game over. Remember: YOUR time matters. Top performers signal status through subtle positioning every time. ✅ POWER MOVE: "I was just wrapping up a strategy session with Lisa, the CEO over at Company X, and wanted to quickly connect about next steps before my afternoon gets packed..." 4) "What are the next steps?" This signals poor process control - no system, no playbook, no real method. The sales machines I build don’t ask for direction - they GIVE it. They own the process. ✅ POWER MOVE: "Based on what we've discussed, here's what typically happens next: First, we'll schedule a technical review with your team for next Tuesday. Then, we'll deliver a customized implementation plan by Friday. How does that sound?" 5) "To be honest..." Wait, Wait... so everything before this wasn’t true? Nothing kills credibility faster. When I turn around failing sales teams, eliminating this phrase is always one of the first habits we break. ✅ POWER MOVE: "That's an excellent question, Alice. Here's exactly how our solution addresses that challenge..." 6) "What do I have to do to get your business?" Is this 1988? This pushy close screams desperation and kills trust instantly. The best reps I've coached understand that closing isn't an event. It's the natural outcome of a well-executed sales process. ✅ POWER MOVE: "It seems like you're hesitating about X. I'm curious … what specific concerns do you have that we haven't fully addressed yet?" Which of these six phrases have YOU been using without realizing it? 

Today, Let me take you back to one of the 𝗺𝗼𝘀𝘁 𝗵𝘂𝗺𝗶𝗹𝗶𝗮𝘁𝗶𝗻𝗴 𝗺𝗼𝗺𝗲𝗻𝘁𝘀 𝗼𝗳 𝗺𝘆 𝗲𝗻𝘁𝗿𝗲𝗽𝗿𝗲𝗻𝗲𝘂𝗿𝗶𝗮𝗹 𝗷𝗼𝘂𝗿𝗻𝗲𝘆. I was sitting across from an investor who could transform our trajectory. My deck was polished. My confidence was high. And within 20 minutes, I'd committed three fatal mistakes. The third one cost me not just that meeting, but months of momentum. 𝗠𝗜𝗦𝗧𝗔𝗞𝗘 #𝟭: 𝗜 𝗦𝗣𝗢𝗞𝗘 𝗜𝗡 𝗙𝗘𝗔𝗧𝗨𝗥𝗘𝗦, 𝗡𝗢𝗧 𝗢𝗨𝗧𝗖𝗢𝗠𝗘𝗦 I spent 15 slides explaining what our product did. Every feature. Every integration. Every technical specification I was so proud of. The investors became expressionless by slide 7. Investors don't fund features. They fund futures. They don't care about your tech stack. They care about the problem you're obliterating and the market you're capturing. 𝗠𝗜𝗦𝗧𝗔𝗞𝗘 #𝟮: 𝗜 𝗗𝗜𝗗𝗡'𝗧 𝗞𝗡𝗢𝗪 𝗠𝗬 𝗡𝗨𝗠𝗕𝗘𝗥𝗦 𝗖𝗢𝗟𝗗 "What's your customer acquisition cost?" "Um, I think it's around... let me check my notes..." Your numbers are your credibility. If you can't recite CAC, LTV, burn rate, and runway like your own name, you're not ready. Period. 𝗠𝗜𝗦𝗧𝗔𝗞𝗘 #𝟯: 𝗜 𝗚𝗢𝗧 𝗗𝗘𝗙𝗘𝗡𝗦𝗜𝗩𝗘 𝗪𝗛𝗘𝗡 𝗖𝗛𝗔𝗟𝗟𝗘𝗡𝗚𝗘𝗗 "I'm not sure this model is scalable in tier-2 cities." Instead of listening, I interrupted. "Actually, that's not true because—" I defended myself. I argued. I made it about being right instead of being curious. Investors don't fund know-it-alls. They fund leaders who are confident enough to be challenged and humble enough to grow. Your ability to receive feedback matters. These mistakes haunted me for weeks. But instead of letting it break me, I let it rebuild me. 𝗜𝗙 𝗬𝗢𝗨'𝗥𝗘 𝗙𝗨𝗡𝗗𝗥𝗔𝗜𝗦𝗜𝗡𝗚 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪: 📍 Practice your pitch until it becomes conversation, not performance 📍 Build a metrics dashboard you review weekly, make your numbers instinct 📍 Role-play the hard questions with mentors, get comfortable being uncomfortable 📍 Record yourself pitching and watch it back, fix where you fumble or defend Fundraising isn't just about capital. It's about proving you're the kind of leader who can turn that capital into something extraordinary. Every mistake is data. Every failure is training. Every humiliating moment is an opportunity to become the founder your company deserves. #Fundraising #StartupLessons #FounderLife #EntrepreneurshipJourney #InvestorPitch #Supersourcing #Leadership

The advice to "perfect your elevator pitch" is incomplete. That's why your networking events end in awkward silences. Most networking experts say: Have one clear elevator pitch and be concise. Make sure to stick to your main focus. Here's the thing: That approach is actually making networking harder for you. When you say "I'm in marketing," you've just created a conversation dead end. The other person nods politely and you both stand there in awkward silence. If you're already uncomfortable at networking events, this conventional advice makes it exponentially worse. Christian Busch, who studies serendipity at USC, has a completely different approach: serendipity hooks. Instead of giving people one thing to remember about you, give them five things to connect with. This isn't about being scattered—it's about being strategic. Here's what this looks like in practice: ❌ Conventional: "I'm Joe and I'm in marketing." ✅ Serendipity hooks: "I'm Dorie and I split my time between Miami and New York. I write business and career books, and also do a lot of speaking - I just got back from a talk in Dubai. I also write musicals and I'm organizing a concert performance of my new spy musical." Notice the difference in what you've just created? The other person now has multiple pathways into a real conversation. Maybe they're fascinated by musicals, have connections in Dubai, want to write a book, or used to live in New York. They can grab onto whatever resonates and suddenly you're both relaxed and actually talking. People don't need to remember you for one perfect thing. They need to find one thing that they can relate to. Once they do, the conversation becomes effortless. We've been approaching networking backwards. Instead of being memorable for one thing, be relatable in multiple ways. 💾 Save this post and send it to someone who dreads networking events ➡️ Follow Dorie Clark for more

Being a founder is hard. But you know what’s harder? Asking someone to fund your idea. Pitching for investment isn’t just about numbers or a polished deck It’s about making someone believe in your vision and your ability to deliver. And in today’s funding landscape, getting your pitch right is more important than ever. Here’s why: → UK start-ups raised $2.9 billion in Q3 2024, but most of it went to Series B and C rounds, leaving limited opportunities for early-stage start-ups. → The UK remains Europe’s top VC destination, raising $12.4 billion in 2024 (double the amount secured by Germany or France.) → In Q2 2024, 75% of VC funding went to London-based businesses, highlighting fierce competition for start-ups outside the capital. So how do you stand out? Here’s a quick guide to nailing your pitch: 1. Tell your story Why are you doing this? What problem are you solving? Share it with passion, people fund people, not just ideas. 2. Know your numbers Be ready to explain your market size, business model, CAC, and LTV. Investors trust data-backed pitches. 3. Simplify the problem & solution Make the problem relatable and the solution clear. A demo or real-world example helps investors connect with your idea. 4. Be clear about your ask State how much you’re raising, what it’s for, and what the investor gets in return. Be specific and confident. 5. Tailor your pitch Do your research. Show how your start-up aligns with the investor’s goals. 6. Handle feedback gracefully Rejections are part of the process. Learn from them, adapt, and improve. 7. Practice, but stay authentic Rehearse until it feels natural. Be conversational, it’s about building trust, not just delivering a pitch. In a market where competition is tougher than ever, every detail matters. Your pitch isn’t just a presentation, it’s your shot at making your vision a reality. What’s your top tip for nailing a pitch?

The Biggest Threat to Your Deals? It’s not the competition. It’s not the price. It’s how you show up.   How do I know? For the past 20 years, I’ve helped professional speakers, consultants, coaches, and authors craft brands that open doors and sales strategies that turn them into clients. Here’s what’s killing your deals: ❌ Chasing the wrong contact: If they don't have the authority to say yes, they never will. ❌ Random follow-ups: “Just checking in” isn’t a strategy. It’s noise. ❌ Sending unsolicited material: If they didn’t ask, they won’t open it. Don’t spam. ❌ Selling instead of listening: You can’t solve what you don’t understand. ❌ Pitching before you’ve earned trust: Connection before conversion. ❌ Talking features, not outcomes: Nobody buys a tool. They buy what it does for them. ❌ Ignoring silence: No response is a response. Learn from it. ❌ Rushing the close: If you’re more urgent than they are, you’re losing. ❌ Not being relevant: If your offer doesn’t fit their now, it won’t fit their next. ❌ Not building a brand that sells before you do: If they don't know why you matter, you’re just another pitch. Want to close more deals? ✅ Find the decision-maker. ✅ Follow up with value, not reminders. ✅ Show up with insight, not pressure. ✅ Listen so well they’ll say, “You get it.” ✅ Show up, show care. Trust is earned over time, not in a pitch. ✅ Focus on their outcomes, not your offering. ✅ Handle silence with curiosity. ✅ Match their pace, not yours. ✅ Care more about their problem than your solution. ✅ Build a brand that makes your name open doors before your pitch does. People don’t buy from scripts. They buy from people who care and are known for it. #leadership #entrepreneurship #personalbranding

20 Seconds to Wow: Crafting an Elevator Pitch for the VIP Floor Imagine you're crammed in an elevator with a Senior Vice President, hurtling towards their floor. You have a mere *20 seconds to make an impression that sticks. Daunting, right? But fret not, aspiring networker! With a concise and impactful pitch, you can turn this fleeting encounter into a golden opportunity. The VIP Elevator Pitch Formula in Action 1. Grab Attention (5 sec) Industry-specific: "Did you see the recent AI-powered personalization study? As a customer experience expert..." Statistically shocking: "Customer churn costing your company millions? I help reduce it by 30% with data-driven strategies..." Personal anecdote: "At your recent conference, you mentioned personalization challenges. I have a unique approach that..." 2. Highlight Value (5 sec) Focus on their pain points: "Struggling to attract top talent? I connect you with high-potential candidates using my exclusive LinkedIn network." Showcase your solution: "My expertise in [your field] helps companies like yours achieve [specific, quantifiable results]." Quantify your impact:"I increased website conversions by 20% for a similar company using my proven content marketing strategies." 3. Spark Curiosity (5 sec) Intriguing question: "What are your biggest priorities for improving customer loyalty in the next year?" Compelling call to action: "I'd love to share a case study relevant to your industry. Would you be open to a brief call next week?" Offer a valuable resource: "Here's my white paper on [topic relevant to their interests]. Would you like a copy?" Remember, tailor your message: Research the SVP's background & industry trends to personalize your pitch. Practice, refine, repeat Clarity is king Leave a lasting impression: End with a memorable statement or question that lingers in their mind. With these tips and the following examples, you can craft an elevator pitch that turns 20 seconds into a golden opportunity: Examples: Marketing Consultant: "Did you know 70% of customers crave personalization? I help Fortune 500 companies like yours craft data-driven customer journeys that boost loyalty by 25%. What are your biggest challenges in this area?" Sales Representative: "Struggling to meet your quarterly targets? I have a proven track record of exceeding sales goals by 20% in competitive markets. My secret? Hyper-personalized outreach and relationship building. Would you be open to a quick coffee to discuss your sales strategy?" Data Analyst: "AI is revolutionizing data analysis. But are you harnessing its full potential? I help companies like yours unlock actionable insights from their data, leading to 15% efficiency gains. I'd love to share a case study relevant to your industry." Now, it's your turn! Share your best VIP elevator pitch tips or success stories in the comments below.

That moment when someone asks "Tell me about yourself" or "What's your research about?" doesn't have to be the conversation killer it often becomes. Whether you're at a conference, meeting a potential collaborator, or chatting with a professor in the hallway, your introduction can be the difference between doors opening or closing. ❓ Why Your Introduction Matters More Than Your CV As Rebecca Okamoto discovered, it doesn’t matter how brilliant your research is or how perfect your qualifications are if you can’t capture someone’s attention in those first few moments. Your introduction isn’t just about grabbing attention; it’s about being seen, heard, and recognized in an academic world where networking can sometimes feel overwhelming. The Two Secrets That Change Everything Secret #1: Think soundbite, not data dump. Academic audiences may be highly educated, but they’re also distracted, multitasking, and have limited attention spans. Your goal isn't to explain every detail of your methodology; it’s to spark curiosity. Secret #2: Focus on "about them," not "about me." Instead of listing your achievements, explain what value you bring to their world, their research community, or their problem. The Five Ways to Introduce Yourself (and Your Research) in 20 Words or Less 1. The Benefit Formula "I help [target audience] achieve [benefit they desire]." ❌ Instead of: "I study renewable energy systems" ✅ "I help companies reduce energy costs while meeting sustainability goals." 2. The Breakthrough Formula "I help [target audience] achieve [benefit] without [negative consequence]." ❌ Instead of: "I study urban planning" ✅ "I help cities reduce traffic without building new roads." 3. The Passion Formula "I'm passionate about [something I value] to achieve [something the audience values]." ❌ Instead of: "I study educational inequality" ✅ "I'm passionate about leveling the playing field so every student can succeed" 4. The Strength Formula "I'm known for [my strength] to achieve [something audience values]." ❌ Instead of: "I analyze big datasets" ✅ "I'm known for turning complex data into actionable business insights." 5. The Mission Formula "I'm on a mission to [achieve something audience values]." ❌ Instead of: "I study climate change adaptation" ✅ "I'm on a mission to help communities prepare for tomorrow's climate challenges." When introducing your research, your 20-word introduction should answer: ⭕ What problem are you solving? (not what methods you’re using) ⭕ Why should they care? (the broader impact, not just your field) ⭕ What makes your approach unique? (your specific angle or breakthrough) Practice Different Versions! Different audiences value different things. Prepare multiple versions and test them out. Notice which ones feel most authentic to you and which generate the most "Tell me more" responses. Because the difference between someone walking away and someone leaning in might just be 20 words!

Your nonprofit's elevator pitch isn't landing. Not because your mission isn't compelling. Because you're describing the ride, not the destination. I hear it all the time. Someone asks "what does your organization do?" and the answer sounds something like this: "We provide wraparound supports to at-risk youth and families through evidence-based programming and community partnerships." Everyone in the room nods. Nobody knows what just happened. That sentence isn't wrong. It's just answering the wrong question. People don't give to activities. They give to outcomes. They give to the version of the world your work is trying to create. So instead of describing what you do, describe what changes. Not "we provide mental health supports to youth." Try "8 out of 10 kids who come to us in crisis leave with a safety plan and someone in their corner." Not "we deliver food security programming." Try "last year, 400 families in this city never had to skip a meal. This year we're on track to reach 500." Not "we offer employment readiness training." Try "72% of our participants land a job within 90 days of finishing the program." Same work. Completely different story. The elevator pitch isn't about the ride. It's about where people end up when the doors open.

As the GM of PepsiCo Labs, I sat in on about ~2,389 meetings where startups pitched to corporate. I noticed these 6 mistakes (part 2): 1. Name dropping with no substance: "We're talking to Google, Amazon, and Beyonce." Cool story. But are they using your product? Investing? Or did you just meet them once at a conference snack table? Don't overly exaggerate. Be proud of your traction, however small, but be real. 2. Dodging questions. If you don't know, just say it. Don't zigzag. Don't beat around the bush. Say "I'm not sure, but here's what we're planning." or "Let me check and I'll get back to you." It builds trust. Fluff kills it. 3. All tech, no business. Yes, your tech is cool. But what problem does it solve? How does it save money? Improve efficiency? Give me ROI, not features. And please - if your product lead is giving the first pitch, make sure they know how to talk about value, not just buttons. 4. No pauses, no checks. Talk, talk, talk. Never stop to ask if there are questions. Never pause to breathe. Attention spans are short - so break it up and make space. 5. Weak intro. They either skip their relevant experience - or drown you in irrelevant history. If you were VP at Google, say it. If you were a lifeguard, maybe don't. Balance is key. Set the stage fast and sharp. 6. Ignoring the brief. If someone preps you that: "we need a demo" or interested in a certain feature in a tool, and you show up only with slides - you're out. It's not just rude. It puts your internal champion - the one who vouched for you, on the line. They rallied others to join the call based on that trust. If you don't deliver, it makes them look bad. So follow the ask. That's it. You fix these six? You'll pitch better than 90% of the market.