Why Your Elevator Pitch Isn’t Working…And How To Fix It

Lead Generation Tactics

It’s Too Long

Oftentimes BDR’s pack too much content in their opening pitch, dragging it to 25-30 seconds and in some (bad) cases even longer. At the end of a long pitch, the decision maker has already had time to think of a good excuse to end the call and disconnect.

How To Fix It

Your pitch should contain the following components (in order):

  • Your name/company
  • An intentional reason of why you are calling
  • Followed by an open-ended transition question to create dialogue
  • In total, the pitch should never be longer than 10-15 seconds

No Energy/Enthusiasm

What words come to your mind that help you identify an incoming telemarketing call? Scripted, monotone, boring, sluggish, etc. For anyone, this is an immediate turn-off. If the person calling isn’t excited about the conversation why should I be?

How To Fix It

  • You must believe what you are offering the prospect could really help them. If you can’t, you’re not ready to make calls. And maybe, just maybe, this job or the company you’re with is not for you.
  • Throw the script out. Call scripts can be beneficial when you first start making calls, but after a while they tend to handicap BDR’s as they force the conversation down the same path. Try winging it, you’ll be surprised at how smoother and free-flowing your call will go.
  • Be a chameleon. If the prospect is a fast-paced New York talker, pick up your pace. Slow-paced southern person? Slow it down. A get-to-the-point driver-type of person? Get to the point.

Your Talking To The Wrong Person

An effective elevator pitch begins with making sure you are pitching the right person. If finding and speaking with decision makers were easy the BDR role would be a piece of cake. Often BDR’s negate this step in the prospecting process and simply rely on a secretary to point them in the right direction, which many times leads to another “gatekeeper”, voicemail (that never gets checked). We’ve all been there.

How To Fix It

  • Utilize tools like LinkedIn Sales Navigator, ZoomInfo and others to identify the right contact before you make the call. Asking a secretary for a decision maker should be a last resort.
  • Read LinkedIn profiles. In many cases prospects clearly outline what their responsibilities are on their profile, making it very clear if they are the right contact for you or not.
  • Ask the person you pitched to walk you through what their day to day looks like, areas of responsibility, etc. This should give you a good indication if you have got the right person.

If you or your team is struggling with the elevator pitch, we are here to help. Momentum offers an intimate training process to take your pitch from dull/boring to enticing, energetic & compelling.

Schedule a call here to take one step closer to effective pitches resulting in more opportunities.