Elevator Pitch: Make a great impression in less than a minute

Pitch deck for commercial presentations

Build the best Pitch possible according to your goal so that you stand out and catch the attention of those you want

The elevator pitch within the context of startups is a very common term. Even beyond this context, we have the fact that a pitch is something common in any scenario involving entrepreneurship.

Setting a pitch might not be common for you. But broadly speaking, a pitch is:

A pitch is a quick presentation of a business idea or opportunity.

Today, there are many stories about how the term elevator pitch came aboutIn the literal translation, it has the meaning of elevator pitch. This translation led us to believe that the elevator pitch was an activity that occurred in the following situation:

Imagine that you are an entrepreneur who met a potential investor (or business partner) while getting into an elevator.

Regardless of whether this is a skyscraper elevator, it’s easy to recognize that you only have a few seconds to present your idea to the potential person and convince them to take the next step.

For this quick pitch (after all, you’d have a few seconds in this situation), we called it the elevator pitch. But what many don’t know is that the origin of the nomenclature itself (despite having to do with elevators) has nothing to do with what we described above.

The birth of the term comes along with the origin of the “technology” of elevators.

Maybe you don’t know, but Elisha Otis and her demonstration of elevators with greater safety were what originated the Elevator Pitch and which also allowed the verticalization of cities with their beautiful skyscrapers.

In 1853, he had to demonstrate his safety device to an audience skeptical of his technology that prevented elevators from falling. The general public was absolutely certain that transporting people in the elevator is a high risk.

Like Houdini, Otis asked some men to cut with an ax the only steel rope that held the elevator he was inside.

From the moment the rope broke, historical accounts tell that the audience screamed seconds before the safety device was activated and prevented our protagonist from dying.

This is the first dated account of what we call Elevator Pitch:

A succinct and effective presentation intended to convey a complex message and win over others.

In other words, you need to be quick and effective but first, simplify a complex message. How can we do all this and conquer the next? Let’s talk about Daniel Pink.

Browse the content

  1. Daniel Pink and how to get to the perfect Elevator Pitch
  2. Prospecting and the Elevator Pitch
  3. Conclusion

Daniel Pink and how to get to the perfect Elevator Pitch

The previous story is described in Daniel Pink’s book To sell is human.

What Daniel Pink proposes is a way to reach its audience, through the construction of its pitches, in a broader and more complete way. The author’s own approach runs counter to several other articles that claim the elevator pitch is dead.

If you think holistically, you will be able to adapt each of the above pitches to very different situations.

For example, a pitch rhymed with a call to a Facebook post, a question to gain agreement with a lead, and a story to break the ice during a first conversation.

I can still highlight the possibility of making your CTAs, your ebook titles or the title of your text more interesting. These are just a few examples.

I would like to talk about one last situation in which the elevator pitch makes all the difference. Prospecting.

Prospecting and the Elevator Pitch

The prospect is a step that must occur before the sale occurs. Prospecting is the first contact you will have with the lead and the main intention of this moment is to generate attention in the person on the other end of the line or in the email so that they take the next action.

At this point, what you want to avoid is falling into the common denominator when giving a boring presentation. We both know that a good prospect or an elevator pitch has to be able to generate in the lead:

  • Fear;
  • Sense of opportunity.

In either category, the point that is avoided is being unattractive. An elevator pitch works these two categories well and takes the prospect out of the telemarketing posture.

Learn to use the elevator pitch in your speech via cold calling! – This is a class from our  free course –  Outbound Go


The Elevator Pitch is indeed an important technique in a sales pitch.

By establishing one, it is possible for new members not only to learn how to introduce themselves to new customers but also to generate a large positive impact on the interaction. Employees feel the energy of the solution they are selling.