Writing An Elevator Pitch That Stands Out At Conferences

Here’s a mistake I see a lot of companies make before a trade show.  They try to be everything to everyone. They walk into a show with a generic elevator pitch.  They hope people will just “get” what they do.  They use broad language to sound more flexible.  And then they wonder why no one remembers them. Let me tell you what works instead.  Pick one clear ICP for that show.  One message.  One problem you solve that matters most to that audience. If your ideal client at this event is operations leaders at mid-market manufacturers,  everything you say should speak directly to what keeps them up at night.  If your target is packaging decision-makers, your talk track should make them feel like you’ve been sitting in on their team meetings. The goal is not to prove you can help anyone.  It’s to become unforgettable to the right ones. You want someone to leave your booth and say,  “That’s the team that gets us. That’s who we need to talk to.” Not,  “What did they do again?” This is how you move from being seen… to being remembered.  From talking… to converting. Start with your ICP.  Then shape your message.  Then train your team to deliver it with clarity and confidence. That’s how you make a trade show worth it. If your team is prepping for a fall show and the messaging still feels fuzzy, this is something I help sales leaders tighten.    Getting crystal clear on who you’re speaking to and what you’re saying can change everything. 

I used to think a good elevator pitch was just explaining what my business does. I was wrong. After raising $3M in 60 days using ONE sentence (we later sold that biz for $42M), I discovered the power of a killer one-sentence pitch. Here's the truth: Your elevator pitch isn't about YOU. It's about THEM. Most founders make these fatal mistakes: 1. Focusing on features, not benefits 2. Using jargon nobody understands 3. Failing to spark curiosity So you get glazed eyes and lost opportunities. But there's a better way... I call it the "One Sentence to Rule Them All" framework: We help [TARGET AUDIENCE] avoid [PAIN POINT] and achieve [DREAM OUTCOME] using [UNIQUE MECHANISM]. Example: "I help entrepreneurs avoid stagnant businesses and add 7-figures in revenue using Scientific Entrepreneurship." The secret sauce? That UNIQUE MECHANISM. It's not just what you do, but HOW you do it that sets you apart. And here's the kicker: You need to TEST and ITERATE. Don't just create one pitch and call it a day. Use the scientific method: 1. Craft your pitch 2. Test it in real conversations 3. Note reactions and results 4. Tweak and improve 5. Repeat The ability to explain your value in one powerful sentence can be worth millions. So, what's your One Sentence to Rule Them All?

EVERY entrepreneur needs to have their 1-minute story down. No excuses. 😑 Here's my entirely unconventional (but successful) formula for nailing this: Most investors will tell you they want/need to hear your TAM, your GTM, and your competitive differentiation all in that first minute. 📊 But remember that old Henry Ford saying, "If I'd asked them what they wanted, they would have said a faster horse,"? 🐎 Same thing applies here. What they say they want versus what they *actually react to* are completely different. The reality is you're far more likely to confuse people by jamming 5 data points and 3 strategic plans while also trying to just get them to understand your product all in one minute. And the more numbers you throw out, the less likely your audience will remember any of them. 🫠 More information ends the conversation. Your 1-minute story should be a conversation-starter. That's where the Que PASA Elevator Pitch Formula™ comes in -- 🛗 PROBLEM 🆘 -specific, not broad -Create imagery with your words -NO market size numbers -As if you're speaking directly to your customer APPROACH 🫱🏽🫲🏻 -1 phrase or sentence -Your ultimate brand promise SOLUTION 🤓 -What is it -How does it help -Most layman's terms possible -DON'T say "disruptive" or any of the other classic startup adjectives ACTION 🎬 -1 traction data point OR 1 market size stat. Stick to 1 number. -Lead into a conversational ask (NOT "Money Pweeaze!") Start the whole thing by saying, "Here's how we pitch our customers..." Use the right words under this sequence and you'll communicate in such a fundamentally different way than the 99% of others who pitch. It's so compelling and refreshing your audience can't help but lean in with enthusiasm, versus pull back from confusion. I've been in Ubers with investors where I will read out our clients' pitches under this formula and get responses like, "that's the best intro I've ever heard," and "Can you connect us with the founder? That's really interesting stuff." Your first 60 seconds determines your next 60 minutes. ⏳ Start a conversation. Don't end it. #BelieveTheHype #GOATtoMarket