A great sales elevator pitch can be a valuable tool for sellers. These short introductory descriptions, when crafted well, can pack a powerful punch.

“An elevator sales pitch is a versatile tool to apply in many areas of sales activities,” according to SOCO Sales Training.

It can be adapted for:

• a one-​minute mini-​speech ideal for networking opportunities
• a script to follow on prospecting calls
• a classic presentation for key decision-makers

They are an effective way to hook in listeners and pitch your value—all in a concise package.

What makes a sales elevator pitch?

Don’t mistake an elevator pitch for a sales pitch or presentation. These aren’t used to “sell” but rather to concisely introduce what you do and pique their interest. 

An elevator pitch is typically 30 to 60 seconds. It should quickly communicate who you are, what you offer, and why it matters. It’s your go-​to introduction when time is limited—whether you're meeting a client, networking, or opening a cold call.

A strong pitch helps you grab attention, build credibility fast and spark interest in your product or yourself.

How to create a winning elevator pitch

According to SOCO, effective pitches have specific elements. First, they must have structure. And the structure will vary depending on who is hearing the pitch. SOCO offers tips for pitches used when first meeting someone who could be a possible lead.

Start by thinking of what you are working to solve for your target customer. What problems do they have? What’s an urgent pain point? Revisit your ideal customer profile if needed to succinctly verbalize a need or challenge.

This introduction is important because it kicks off the pitch by immediately connecting with the other person. And what better way to snag their attention than mentioning something currently impacting them?

Some find it easiest to lead with a question; this invites engagement and makes it easier to lead into your pitch. Once they respond, you can then go directly to mentioning how they’re being impacted.

Emphasize that you understand the effect that this pain point or issue has on their business.

“This is where having third-​party statistics and data can help make or break your elevator sales pitch.” SOCO notes.

“It helps to present a data-​driven argument behind the pain point your solution relieves.”

It also adds credibility to your words, making it clear that you’ve done research and are experienced.

Now, present your unique value. How can you help tackle their issue? As LinkedIn points out, this is another opportunity to build trust and credibility. It should tie in your solution to their specific pain point.

While tempting, don’t go overboard. Keep your value proposition short and concise.

And, as SOCO reminds sellers, make it personalized to that target customer.

“You need to explain the solution in terms the prospect understands, or in other words, a vision of change.”

This should be a powerful closing statement to your sales elevator pitch. Perhaps end with a memorable stat from past work with a similar client. Or mention what their future could look like if they use your solution. The key is to wow them with what you offer.

After the elevator pitch

Once you’ve concluded, asking for a next step is advised. This may be providing a business card and asking for a call or offering an exclusive walk-​through of your solution.

And keep in mind that this specific pitch works well first-​time introductions with a potential lead. Sellers actually should have a variety of elevator pitches ready for various audience types.

Take a look at these tips to optimize a sales elevator pitch for warm leads. You’ll find with a bit of forethought and practice, you’ll be prepared to quickly, and effectively, introduce yourself and the value you can provide.