The Elevator Pitch Kickstand Nov. 8, 2007

The Information 1. List your target customer or groups of customers 1. List your target customer or groups of customers 2. Identify your most important customer/group 2. Identify your most important customer/group 3. Identify the need or critical issue facing the customer 3. Identify the need or critical issue facing the customer 4. Quantify the need listed above in dollars, time, productivity, etc. 4. Quantify the need listed above in dollars, time, productivity, etc.

The Information 5. Indicate the unique name of your product or service 5. Indicate the unique name of your product or service 6. Identify a generally understood category of product or service where you fit 6. Identify a generally understood category of product or service where you fit 7. List the benefits –not features- provided to the customer 7. List the benefits –not features- provided to the customer 8. Identify the single most compelling benefit and quantify it 8. Identify the single most compelling benefit and quantify it

The Information 9. List the products or services that compete with your product or service 9. List the products or services that compete with your product or service 10. Develop a statement of the primary differentiation of your product or service to the competitors 10. Develop a statement of the primary differentiation of your product or service to the competitors

The Speech For: ________Data from #2_________ who: _____Data from #3 & #4_______ the: ________Data from #5_________ is a: ________Data from #6_________ that: ________Data from #8_________ Unlike: ______Data from #9_________ our: ________Data from # 10________

Now What!! Practice Practice Rewrite Rewrite Practice Practice Rewrite Rewrite