In today’s episode, I met with Angela Proffitt and polished her elevator pitch. Angela’s pitch was really good, she talked about her customer’s pain, she had a specific target market, and she included a call to action. I suggested that she could tighten her pitch by talking about the actual cost of the ‘pain’, “…if there’s no pain, there’s no sale.”

Angela included four ‘P’s in her pitch; people, processes, productivity and profit. I challenged her to pick one ‘P’ to highlight in her pitch. We worked together to drill-down on which ‘P’ was most potentially the most expensive for her clients not to solve.

One-piece missing from Angela’s pitch was targeting a specific industry or super niche. I explained why it’s so important to position your expertise. I asked her to identify the measure of productivity for her chosen industry.

Finally, we worked on an elevator pitch for her to pivot and scale. I reworked her elevator pitch for her as an example of how choosing a specific industry can create a simple, fine-tuned and laser-focused elevator pitch that works.

If you thought what Angela went through was a great experience, complete the application to be my next guest.

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