When Rebecca launched her mobile app development firm focused on health and wellness, she had a strong vision. Her team designed apps that helped people improve their physical and mental well-being. But despite the firm’s innovative work and steady turnover of £850,000, Rebecca struggled to convey the business's unique value in a way that truly connected with potential clients.
That’s when she realised the importance of having a compelling elevator pitch—something that could quickly and clearly communicate her business’s core message. Crafting an effective pitch didn’t just help her secure more clients; it transformed how she approached growing her business.
Here’s how Rebecca created a pitch that resonated with potential customers, and how you can do the same for your business.
Step 1: Focus on What Makes Your Business Unique
Rebecca knew she couldn’t just say, “We develop health and wellness apps.” It was too broad and didn’t set her firm apart from competitors. She needed to focus on what made her company different and why clients should choose her over someone else.
For Rebecca, it was the personalised approach her team took with every project. They didn’t just build apps; they worked closely with their clients to understand their target users and how the app could improve the lives of those users. This customer-centric approach became the foundation of her elevator pitch.
Key takeaway for you: Think about what makes your business truly unique. What do you offer that your competitors don’t? This will be the cornerstone of your pitch.
Step 2: Keep It Simple and Clear
Rebecca’s first attempt at an elevator pitch was too complex. She used industry jargon that might impress her team but went over the heads of potential clients. The key to an effective elevator pitch is simplicity. It should be clear enough that even someone unfamiliar with your industry can understand your value.
After revising her pitch, Rebecca landed on something straightforward: “We create personalised health and wellness apps that help users build better habits and live healthier lives.” This version was not only clearer but also highlighted the personal touch that made her business stand out.
Key takeaway for you: Strip away jargon and complicated language. Your pitch should be understandable and appealing to a wide audience.
Step 3: Solve a Problem
A compelling pitch shows potential customers how you can solve a problem they’re facing. For Rebecca, the problem was that many health and wellness apps lacked the personalisation users needed to stick with their new habits.
She reworked her pitch to show how her apps filled this gap: “Our apps aren’t one-size-fits-all—they’re designed to grow with the user, providing personal guidance and motivation, so they can achieve their health goals.”
This focus on problem-solving made her pitch much more effective. Potential clients could easily see how her firm’s work would benefit them, making them more likely to engage her services.
Key takeaway for you: Focus on how your product or service solves a specific problem. Show potential customers that you understand their needs.
Step 4: Practice and Perfect
Creating the pitch was only half the battle. Rebecca knew she needed to deliver it confidently and naturally, whether she was in a formal meeting or chatting with someone at a networking event. She practised her pitch until it felt comfortable, tweaking the language along the way.
As she became more comfortable with her pitch, Rebecca noticed a shift in how people responded. Clients started asking more in-depth questions, which led to meaningful discussions and, eventually, new business.
Key takeaway for you: Practice your elevator pitch until it flows naturally. The more comfortable you are with it, the better the impression you’ll make.
Step 5: Tailor It to Your Audience
Rebecca also learned that no two audiences are the same. When pitching to a tech-savvy audience, she emphasised her firm’s cutting-edge app development techniques. When speaking with health professionals, she highlighted how the apps were designed to improve user well-being.
Tailoring her pitch to the specific interests of each audience allowed Rebecca to connect with more people, making her business more relevant to each potential client.
Key takeaway for you: Be flexible with your pitch. Tailor it to the interests and needs of the person you’re speaking with.
The Impact of a Great Elevator Pitch
Within months of refining her elevator pitch, Rebecca saw a noticeable uptick in client interest. By focusing on simplicity, problem-solving, and personalisation, she had transformed how she presented her business. Her pitch became a natural conversation starter that resonated with her audience, driving more inquiries and ultimately more sales.
Creating a compelling elevator pitch isn’t just about having a great opener—it’s about establishing a connection that makes potential clients feel like your business understands their needs.
Ready to Build Your Own Elevator Pitch?
If you’re ready to grow your customer base with a powerful and clear elevator pitch, it’s time to get started. Crafting a pitch that resonates with your audience can be the difference between a missed opportunity and a successful client relationship.
For expert help in developing your elevator pitch and other customer growth strategies, contact Mark A Preston, Customer Growth Coach & Speaker. Mark can guide you through the process, helping you create a pitch that showcases the true value of your business and opens the door to new opportunities.
