The Elevator Pitch
Four seconds. That’s all you get.
In the old days, an elevator pitch was 40 seconds — the time it took a lift to climb from the ground floor to the 15th. Today you can make a lasting impression in four. The game has changed, and most people haven’t noticed.
Here’s what hasn’t changed: most elevator pitches are forgettable. In a survey we ran with regular networking event attendees, only 20% of pitches were rated as memorable and effective. Four out of five people walk away leaving no impression at all.
Don’t be one of them.
You’re already pitching. Every single day.
Elevator pitches aren’t just for elevators — they never really were. You’re giving them at networking events, in meetings, on the street, at a mate’s backyard BBQ. Someone asks the inevitable question — “So, what do you do?” — and suddenly you’re on.
The problem is most people wing it. And almost everyone who wings it walks away thinking the same thing: I could have done that better.
You could. And with the right coaching, you will.
Tip 1 — Be ready before the moment arrives
Opportunity doesn’t make appointments. It ambushes you at the coffee queue, the school gate, the industry dinner. You’ve got 30 seconds — maybe less — before the moment is gone forever.
And here’s the thing: even if the person you’re speaking to isn’t a fit for your services, they might know someone who is. Every conversation is a potential introduction.
Keep two or three versions of your pitch ready for different contexts. Think of them as keys on a keyring — you reach for the right one when the door appears.
Tip 2 — Create curiosity in the first three seconds
If you haven’t raised an eyebrow by the time you’ve said your opening line, you’ve probably lost them. Curiosity is the switch. Your job is to flick it on without confusing anyone.
A raised eyebrow is good news. It means they’re interested. It means they want to know more. That’s exactly where you want them.
Tip 3 — Define what you do simply
This sounds obvious. It isn’t. When you’re immersed in your own business, it’s surprisingly hard to describe it simply to someone who isn’t.
An elevator pitch is more than a greeting. Its purpose is to earn a follow-up conversation. The briefer and clearer you are, the more memorable you become. If your pitch is too long, that’s almost certainly why it isn’t starting conversations.
Tip 4 — Lead with benefits, not features
Don’t tell people what you do. Tell them what changes for them when they work with you.
If you’re struggling to find the right words, that’s a signal — your message may be clearer in your head than it is to your audience. Frame the shift you want people to make. Define the benefit. Then ask for the action.
Tip 5 — Make it memorable
We remember what’s simple, surprising, or rhythmic. A well-chosen metaphor, an unexpected turn of phrase, even a touch of rhyme — these aren’t gimmicks. They’re memory architecture.
The pitches people repeat are the ones built to stick. Here are a few real examples from people I’ve coached:
“I’m the Invisible Man. I work on the stuff you’ll never see — but you need it for almost everything you do. I’m an electrical and communications specialist.” — Barry, Comsec Electrical
“Who likes talking to Telstra or Optus? That’s what I do. I talk to them for my clients so they don’t have to.” — Rob, Aria Telco Management
“If you’re hot and you want to be cool, call me.” — Christian, Ford & Doonan Air Conditioning
Short. Sharp. Impossible to forget.
Tip 6 — How you say it matters as much as what you say
Words are only part of the equation. Your pace, your pause, your stance, your eye contact — they all cast a vote on whether people believe you.
When your physiology doesn’t match your message, people feel it even if they can’t name it. Great pitch coaching makes sure your body and your words are telling exactly the same story.
Why most people need a coach for this
There’s a myth that a great pitch flows naturally if you know your business well enough. It doesn’t. Knowing your business and being able to pitch it compellingly are two completely different skills.
The people who seem effortlessly natural? They’ve done the work.
After 35 years of coaching presenters, speakers, and business people across Australia and internationally, I’ve helped hundreds of people find the words that finally make their pitch land.
“David managed to digest what we were telling him and turn it into a pitch — and actually remember it himself. He made everyone feel relaxed and worked with us individually to create something uniquely tailored to each of us.” — Dave Edward, The Customer Experience Guy
Ready to build a pitch worth remembering?
The right pitch doesn’t just introduce you. It opens doors.
Let’s build yours.