In the previous post we saw the first part of how to design an elevator pitch (part 2), with the introduction to the speech. In this second part, we will talk about raising the problem or need.
This is a decisive phase, since we have already started our speech with the previous one. It depends on this phase that we can continue to have the attention of the audience. We have a lot at stake, since we will be progressively approaching the moment of truth.
Here are some tips for an impactful approach:
Define the problem or need
What problem or need is your target audience facing?
Why is it important to solve it?
What impact does it have on their lives?
Be clear and concise
Explain the problem in a few words and in a way that is easy to understand.
Use simple language and avoid technical jargon.
Focus on the aspects that are most relevant to your audience.
Tell a brief story
Share an anecdote or experience that illustrates the problem or need.
This will help connect with your audience on an emotional level.
Make your message memorable.
Highlight the consequences
What happens if the problem or need is not solved?
What are the risks or difficulties involved?
Create a sense of urgency and a need to act.
Use powerful questions
Ask thought-provoking questions that generate interest in your solution.
Arouse your listener’s curiosity.
Guide your audience to the next phase of the elevator pitch, where you offer a solution.
Remember
Your goal in this phase is to create an emotional connection with your audience.
Show that you understand their problems and needs.
Be prepared to answer questions and to generate a dialogue with your interlocutor.
In the next post, part 3, we will see how to offer a solution to move forward in the elevator pitch. In it, we will look in more detail at some of the characteristics of this phase.
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