Making a strong first impression in business is critical. According to a survey of over 2,000 managers, 33 percent know whether or not they will hire someone in the first 90 seconds of meeting them.
One of the most effective ways to capitalize on the short amount of time you have to make a good first impression is delivering a well-crafted elevator pitch.
“People develop their impression of you very quickly, and oftentimes the first instance you have to leave an impression is during your introduction,” says Tim Chezar, Assistant Director in the D’Amore-McKim Graduate Career Center at Northeastern University.
An elevator pitch is not just about summarizing your resume though. If you are struggling to connect with potential employers, investors, clients, or partners in a short amount of time, here’s a closer look at what your elevator pitch needs.
What Is An Elevator Pitch?
An elevator pitch is a brief way of introducing yourself to someone that typically lasts 30 to 60 seconds. Whether you’re pitching a business idea, seeking a new job opportunity, or simply networking, it’s designed to spark interest in who you are and what you do.
In the end, the goal is really to convey your message in a concise, impactful way to leave a lasting impression. Some common scenarios where a well-crafted elevator pitch is useful include:
- Networking events
- Job interviews
- Sales meetings
Having a well-crafted elevator pitch ensures you can make the most of these brief moments and feel confident making a positive first impression.
7 Essential Tips for Crafting a Winning Elevator Pitch
Creating a memorable and effective elevator pitch can significantly improve your professional interactions and open doors to new opportunities. By following these seven tips, you can ensure that your introduction stands out and effectively communicates your value and professional goals.
1. Identity Your Goal
Crafting a winning elevator pitch starts with a clear understanding of your objective. Knowing what you want to achieve with your pitch will guide the entire conversation and help you stay focused.
Whether your goal is to secure a meeting, gain interest in your product or idea, or expand your network, this objective will make your pitch more compelling and purposeful.
To clearly define your goal, start by asking yourself a few key questions:
- What do I want to achieve with this pitch?: Whether it’s scheduling a follow-up meeting, sparking interest in your business idea, or making valuable connections, identify your primary objective.
- Who am I speaking to?: Tailor your goal to the specific audience you are addressing so you can shape your objective in a way that resonates with them.
- What is my ideal outcome?: Knowing your desired outcome, whether that is a partnership or new job opportunity, can help you direct the conversation toward achieving it.
“It’s important to tell the person not just about yourself but also what you’re looking for in the conversation,” Chezar says.
By clearly defining and communicating your goal, you make it a lot easier for the other person to understand your needs, which is more likely to lead to a positive result.
2. Understand Your Audience
Knowing who you are speaking to and understanding their needs and interests allows you to craft an elevator pitch that resonates with them. A one-size-fits-all approach rarely works because each audience requires a unique strategy.
“You don’t have one elevator pitch,” Chezar adds. “It’s going to be different in different situations.”
Before you start crafting your pitch, take the time to research and understand your audience. This includes knowing their background, what they care about, and what challenges they face. The more you know about your audience, the better you can tailor your message to meet their specific needs and interests.
Ask yourself these questions:
- Who am I speaking to?: You should know if you are talking to potential investors, clients, partners, or employers since these groups have different priorities and concerns.
- What are their pain points?: Understanding the problems your audience faces allows you to position your solution as the perfect fit.
- What do they value?: Knowing the other person’s values helps you align your pitch with what matters most to them.
3. Keep It Concise and Clear
An effective elevator pitch should be no longer than 30 to 60 seconds. This short time frame forces you to be concise and get straight to the point, which can capture and maintain your listener’s attention.
“Being too short is seldom an issue,” Chezar emphasizes. “Being too long and losing the audience’s attention is much more common.”
Here are some strategies to help you craft a clear and concise elevator pitch:
- Focus on essential details and prioritize key points
- Use simple language and avoid jargon
- Eliminate fillers and be direct
4. Tell a Story
A powerful elevator pitch isn’t just a list of facts about yourself.
“You could think of an elevator pitch like a story, and that story needs to make sense,” Chezar shares. “Each step you've taken in your career or your life needs to logically flow from the prior ones.”
Start by introducing yourself and grabbing your listener's attention. Then clearly articulate what you do and your experience, ensuring each point logically follows from the previous one. Finally, summarize your key points and end with a strong closing statement.
Structuring your pitch with a clear beginning, middle, and end will ensure that your message is both compelling and easy to follow.
5. End Strong
A powerful closing statement can reinforce your key message and lead your audience to take the next step. A well-crafted ending can turn a good pitch into a great one, providing the necessary push for your audience to respond positively.
“A common mistake is trailing off at the end,” Chezar notes. “It’s okay for there to be a little silence at the end once you finish.”
A moment of silence will give your audience time to process what you have said and respond accordingly.
6. Practice and Refine
Perfecting your elevator pitch requires regular practice and refinement. The more you rehearse, the more comfortable and confident you will become in delivering it smoothly and naturally.
“A good place to start is in a safe environment with your friends, peers, or career advisor,” Chezar advises.
Practicing can help you identify any areas that need improvement to ensure your message is clear, concise, and compelling.
Here are some techniques for practicing your elevator pitch:
- Record yourself: Recording yourself allows you to know how you sound and look when delivering your pitch. Pay attention to your tone, pace, and body language.
- Practice with friends and peers: Start by practicing with friends, peers, or a career advisor in a safe environment. Ask for specific feedback on your pitch's clarity, conciseness, and overall impact to help refine your message.
- Act out real scenarios: Practice your pitch in various scenarios, such as networking events, meetings, or casual conversations to help you adapt and prepare for different situations.
7. Be Confident
A confident delivery can make your elevator pitch more persuasive and memorable, while a lack of it can weaken even the most well-crafted message. The more prepared you are, the more confident you will feel.
“Preparation leads to confidence, and if you have that, you naturally start strong,” Chezar says.
Here are some things to avoid that indicate a lack of confidence:
- Sounding robotic: Avoid memorizing your pitch to the point where it sounds rehearsed and mechanical.
- Fidgeting: Nervous habits like fidgeting, playing with your hair, or tapping your foot can distract your listener.
- Using a monotone voice: A flat, unvarying tone can make your pitch boring and cause your audience to lose interest. Try to keep your pitch lively and engaging.
- Overloading with information: Trying to cram too much information into your pitch can overwhelm your listener. Stick to the most important points and deliver them clearly and confidently.
“As soon as it sounds robotic, the person you’re speaking to is going to tune out,” Chezar warns.
Advance Your Career with the Perfect Elevator Pitch
A strong elevator pitch is a powerful tool for advancing your career. It helps you make a positive first impression, connect with the right people, and open doors to new opportunities. By following these tips, you can position yourself for success in any networking scenario.
If you are interested in expanding your network and investing in your professional development, earning an online MBA from Northeastern University not only equips you with advanced business skills but connects you with a diverse and supportive community.
“Everyone in the online MBA program has a career advisor for life, so whether you're in the program or an alumnus, you can always reach out for support and guidance,” Chezar concludes.
To learn more about our program, contact an admission counselor to discover how Northeastern can prepare you to succeed in today’s business landscape.
