CHAPTER 4

Going Up: The Elevator Pitch

All consultants should have their elevator pitch rehearsed to perfection. An elevator pitch is a summary of experiences and is the response to the request, “Tell me about [yourself/product/methodology/technology].” Not only can interviews be won or lost on this question, it also may affect sales deals and word-of-mouth advertising.

It is called an elevator pitch because it is meant to be short and to the point: a summary that can be conveyed in the time it takes to reach the top floor of a building by elevator (fully acknowledging that some buildings have more floors than others). You should have a number of elevator pitches in your back pocket to fit a variety of situations. There are countless times ...

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