Elevator Pitch

What came to my mind when I thought of Elevator pitch is that a story my juniors shared on how they got a Bollywood banner accepting to produce the story; a first of its kind ZomCom (Zombie Comedy) called Go Goa Gone. ... just under 10 mins... In first week from news reports it made 12.3 crores. Not bad for 10 mins pitch eh!!!

That is the power of pitch. Earlier I used to tell everyone, any pitch for a sale, for investment, for a job are just like a first date.. How do you impress your date in first 60 seconds.. That is what is elevator pitch is all about...How do you make sure some one can buy your product or write a check for investment or offer you job?  

WHY?

Why did I chose this topic to write today? I attended a start-up event over weekend and what I noticed is this: When you present before an audience at least one in the crowd should not their head agreeing with you. You should have a presence, voice, right body posture that shows your confidence (a little attitude) and above all a cheerful face. Many lacked this in the event. I thought is there anything that I can offer to them from my experience... and hence this effort.

I will share my thoughts in 3 sections below...THE JOB, THE SALE, THE PITCH..

THE JOB:

During any interview first question is typically "Tell me about your self". You must be so fortunate when some one ask you this as if you are truly prepared you can tell about you in 60 seconds and win the interviewer. You must have done this before walking into the interview. How about these few sound :

"I am a 20 years experienced IT leader in working with on-shore off shore models successfully in delivering solutions. Working with IBM and Microsoft has given me greater perspective on how big companies do offshore model successfully, efficiently and saving cost"

"I am a fresh graduate looking for working in Java as developer to build my career as a Individual contributor . I want to be a SOA architect in 5 years"  

"I am Mechanical Engineering student who completed B Tech with 85%. My major interest is to work in shop floor to manage the manufacturing process and possibly optimize to save for the company"

If you look at the top three of these statements they dont provide your history of your native, parents etc.. The interviewer really do not care where you come from and what your parents do or how many siblings you have and what they are doing. All the person worries is will you be able to join the firm and be useful for its growth and will the firm meet your needs... 

My Suggested reading: 

The First 60 Seconds: Win the Job Interview before It Begin  By Dan Burns

60 Seconds and You're Hired                                                By Robin Ryan (I used this)

THE SALE:

One common sense aspect of selling is know your product, know your competition and pitch right; why people should spend money in your product. You have to figure out whats your sales pitch is about.. also known as Unique Selling Point (USP). Of course if you have a brand name that sells it self. We are not talking about selling brands here but creating your own brand. 

What comes to my mind here is the fruit vendors before KBR park where many around my neighborhood go for walk. 80% of this population are people who are health conscious  When they come out and see fresh fruit many buy them. For these fruit vendors they sell for 2-3 hours in the morning what they probably take whole day to sell. Here the key is location for selling

Another example that comes to mind is selling fish on Sunday morning around here. There are few places where they set up shop on road side. The people come and sell everything in 4-5 hours.. Its about demand vs supply. These are basics of the economics. 

My suggested reading:

Sixty-Seconds to Yes!: A power Method of Mastering Sales and Influence by Don Spini

THE PITCH:

I call this as The Pitch as impressing some one to invest in you and your idea is the top of the pitching. Your idea should be special, you should be THE right person to take that idea to market and over all you must paint a mental picture for the investor to see your dream as their vision. 

While I was working in a start up in US, our CEO is the ultimate pitch man I know of.. If you listen to him talk you will feel so absorbed .. we used to joke that "people sign contracts not knowing why they did". The point I am making here is you have to be THE BEST sales person as an entrepreneur. Here also watching at least 20 people pitch the ideas last Saturday  I am sure many of them did not even practice once what they want to share...

One person surely has caught my eye during this event.  This is a young  girl just out of college. She was talking about a shoe store for women... I did not truly understand what she her USP or idea is but for sure know what she means.. with 3 girls in house and the way they buy shoes. Not knowing much about this girl, not knowing much about the idea, if I were looking to invest I would spend time to know more about the pitch she was trying for one fact that she knows her USP but not able toe explain well. If I were to sell her store idea not a investment pitching but selling her product I would go with this..

"Are you tired of looking in stores spending hours to shop designer footwear delivered at your door step  We provide all answers at one sop; Visit us in show room, pick your brand and model give us your size and we deliver" May be not exactly the but similar on these lines..

There are a number of books and articles on internet on how to pitch right with videos. However I feel this is all about common sense. Are you able to to show in your body, talk and expression your passion - you are a sure winner

THE D-DAY TIPS:

I will take a shot here on what I think will make you better in pitching by just thinking of these little things.

• Have Have to studied your audience where you are going? 
• Have you prepared your best the day before?
• Did you make sure all your collateral material is readily available?
• Is your mind in clear state to start?
• Are you dressed right not the best? 
• Take a deep breath before your walk into that room to face your destiny and imagine you are going to come out smiling with a win - Self Confidence...

If you notice I am not answering these question but making you think...So for all those who are trying to go out today to win a job, sale and investment, I hope this will help a little... All the best