It’s no secret that attention is the rarest currency on earth. Rarer than diamonds. Prospects are bombarded with endless sales pitches, AI-generated messages, and digital noise. And here’s the hard truth — most of it gets ignored!
That’s why your elevator pitch matters more than ever. Not because it’s a clever soundbite, but because it’s your chance to cut through the clutter and show up as a trusted advisor, not “just another rep.”
Done right, your elevator pitch isn’t a pitch at all. It’s an entry point into a conversation where the prospect actually sees the value in talking to you. And that’s the game-changer.
So, how do you do it? Let’s break it down.
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Step 1: Think “Value in 20 Seconds”
Forget memorizing some slick script. Not that all scripts are bad. In fact, you should use scripts to stay on course, but don’t overly rely on them. Why? Because nobody wants to be pitched at! They want value, and they want it fast. So ask yourself:
- What insight can I share that makes this worth their time?
- What pain can I surface that gets them nodding along?
- What future state can I help them imagine in the first 20 seconds?
If your opener doesn’t do one of these, you’ve already lost them.
Sales Tip: Curious what type of “insight” to share? Try something like this: “I noticed a lot of manufacturers are struggling with supply chain delays adding 8–12% to their costs. Are you seeing that impact in your operations too?” It’s short and to-the-point, adds insider industry intel, and shows that you know their lingo. Now you’re a value-creator… not just another rep.
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Step 2: Use the Trusted Advisor Formula
Every great elevator pitch hits five beats — but with a twist:
- Hook their attention → Start with a stat, question, or observation that’s about them, not you.
- Who you are → Keep it tight. One line. Remember, you’re not the hero, you’re the guide.
- What you do → Use plain English, no jargon. And frame it in terms of problems solved, not features sold.
- The unique value → Explain the transformation you deliver, not the mechanics of your product. Please don’t talk about features and specs at this stage.
- The next step → Invite them into a conversation — don’t just “pitch and pray.”
Notice the shift: this isn’t about you. It’s about them. Their world. Their problems. Their opportunities.
How is this different from 99% of elevator pitches out there? In exactly the way that I mentioned: You step in as a trusted guide, not the hero. Never forget, your prospect must be the hero of this story. That’s how deals are made!
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Step 3: Wrap It in a Story
Here’s where you make it 10x more memorable. Data shows people remember stories 22 times better than standalone facts. So instead of rattling off bullet points, give your pitch some narrative weight.
For example:
“Last quarter I spoke with a CFO who was drowning in manual reporting. Every Monday morning, three hours lost before he even had his coffee. We helped him cut that down to ten minutes with our automation suite, and now he spends those hours on strategy, not spreadsheets. That’s the kind of shift we create. You get your time, your sanity, and your life back.”
See the difference? That’s not a pitch, that’s a mini-case study. And trust me on this… it makes you unforgettable.
Step 4: Match Today’s Energy
In today’s world, AI can churn out thousands of cookie-cutter pitches in the blink of an eye. That’s why your human energy has never been more important. It’s literally the one thing no machine can replicate.
So slow down your speech. Own the silence between words. Speak with conviction, not like you’re rushing to get through a script. Let your passion show, but keep it grounded in real value for the real person in front of you.
Sales Tip: before a buyer ever believes in your product, they have to believe in you. So keep in mind that confidence and clarity are contagious. When you project both, you don’t just pitch an idea, you invite your prospect to trust you, follow you, and ultimately buy from you.
Step 5: Always Adapt
Your elevator pitch isn’t a one-and-done script carved into stone. It’s a living, breathing conversation starter that should evolve every time you use it. Think of it as a tool you sharpen through repetition. Test it in real conversations. Pay attention to what lands — those moments when a prospect leans forward, nods, or asks a follow-up question. Just as important, notice when their eyes glaze over or they check out mentally. Those are clues that your pitch needs refining.
Don’t be afraid to experiment with phrasing, pacing, or even the type of story you weave in. Over time, you’ll start to recognize patterns in what resonates with your audience. The best pitches aren’t rigid monologues; rather, they’re dynamic frameworks you can flex depending on the person in front of you. Adaptability is the real skill here. When you tailor your pitch to fit the moment, you’ll always come across as authentic, relevant, and worth listening to.
Final Words
The elevator pitch of yesterday was all about being clever, polished, and concise. The elevator pitch of 2025 and beyond? It’s about providing value instantly, showing up as a trusted guide, and telling a story that sticks.
Do this, and you won’t just “make a pitch.” You’ll earn attention, trust, and authority — the three things every buyer craves in this noisy market.
So next time someone asks, “What do you do?” … don’t pitch. Instead, advise, lead, add value. And do it in 20-30 seconds. That’s how you win.
Until next time,
Johnny-Lee Reinoso
For more hard-hitting b2b sales tips, follow Johnny-Lee on Instagram and YouTube