Tips for your elevator pitch
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Transcript of Tips for your elevator pitch
1Challenge the future
A short guide to performing an elevator pitch
By Caryn Hart @ TU DELFT
2Challenge the future
Elevator Pitch
1. A short sales speech held in an elevator when bumping in to the CEO
2. Does not last longer than 2 minutes
3. Makes the audience curious
4. Short description of the idea, person or product you wish to sell
5. Ends with a call to action, an invation or a question
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Structure:
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Structure:
1. Introduction: TEASE2. Description of current situation3. Description of the desired situation4. Solution / offer5. Why me? Where to find me? 6. End
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Start with a tease
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TEASE:
• TEASE is an acronym for five ways to gain and retain your audience’s attention:
• Testimonial• Evidence• Anecdote• Statement• Example
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TEASE:• Testimonial• Cite the behavior of a celebrity and/or quote an influential person
the audience will know of or respect.
• Evidence• On the impact of X in your career success.
• Anecdote• Of someone benefiting directly from their X expertise.
• Statement• On the significance of X to the quality of life.
• Example• Of a person whose career really took off because of X
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Help Them
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Help Them
Your audience has to buy something or change something:people are often reluctant to change so help them accept the new
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Unique Selling Point
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Unique Selling Point
• A unique, persuading proposal for your audience
• Clear: so that the audience knows what they will get in return for buying the product.
• Unique: sets you apart from the competition
• It must matter to audience: if your USP is something that no one cares about, you won't accomplish much
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Well known USPs:
• M&Ms:• The chocolate melts in your mouth, not in your hand.
• You get fresh, hot pizza delivered to your door in 30 minutes or less -- or it's free." Domino's Pizza
• "It's the real thing" Coca-Cola
• "The best a man can get" Gillette
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Use Aidas
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Aidas
• Attention• Interest• Desire• Action• Satisfaction
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AIDAS:
•A – attention (Awareness): attract the attention of the customer.•I – interest: raise customer interest by focusing on and demonstrating advantages and benefits •D – desire: convince customers that they want and desire the product or service and that it will satisfy their needs.•A – action: lead customers towards taking action and/or purchasing.•S- satisfaction - reassure the customer that he has made the right decision.
16Challenge the future
A short guide to performing an elevator pitch
By Caryn Hart @ TU DELFT
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References
• Elevator: https
://www.flickr.com/photos/jdhancock/5061697780/
• Structure:
https://www.flickr.com/photos/halderman/4098344214/
• Tease:
https://www.flickr.com/photos/jessica_digiacomo/5582424149
• Help:
• https://www.flickr.com/photos/jessica_digiacomo/5582424149
•USP: https://www.flickr.com/photos/jessica_digiacomo/5582424149/
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Examples:
• Arthur Tolsma
• Winnaar Utah State
• Katie Sunday
• Wijn in zak
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