Elevator Pitch

Elevator pitch takes only five minutes of your prospect's time, the time which he/she takes to climb up the elevator.
It is going to create wonder for all the ISRs and CSRs. Here's how it goes:

1. Problem: Thou art to be a master of story telling. Wear the prospect's shoes. A story that the prospect can relate to. Defining the problem in the form of a real life story or a scenario to which the prospect can relate to and agree that it is a problem that needs fixing. Mind it ! the prospect can emphathize with the paint point if its related to his vertical. Research a little on the accounts that we had acquired in that same vertical and speak of the categories that are sourced in that industry.
time for discussion: 1 minute

Let them nod their head to the problem befor moving on the solution. Heard anybody say, " Well begun is half done".

2. Solution: Now is the time to move to introduce the solution to the prospect. Instead of bull dozing the prospect about the technology used, the process used, just give them the reason why your solution is better than everyone else's. It might be cheaper, easier, friendlier, more enjoyable. Just in sync with our Marketing Communication, give them a flavour of experience, human touch.
time for discussion: 3 minutes on the solution and demo

3. Competition: Before the prospects speak about the competition, you yourself can casually say that yes, there are other ways to solve this problem but partially.. the main problem is not that of sourcing but resources wasted, increased sourcing cycle time, less savings or no savings, no collaboration in the exisiting methods. If they talk about Ariba, Emptoris, SAP.. then tell them yes, definitely its a way to solve the problem but partially and that they might be having one of these solutions. Then probe into, " what is the one thing that they would want to change in the entire sourcing process" . Tell them how you can help with your tool?
time for discussion: 30 secs

4. Who will Pay?
Question of solution being a vitamin or a pain killer.
Vitamins are nice to have and pain killers are must have.
Some problems no one will pay to solve. Be clear of where you are in the value chain.
Pitch for free pilot.
time for discussion: 30 secs

5. The team.
Prior experience in the market.
Pitch vertical wise and then geography wise.
time for discussion: 30 secs

6. The close
We are solving a big problem, in a growing market, with a model that works, and a team that can execute.
We differentiate ourselves not only in terms of the product or the features but the kind of suppor that we provide which ensures rapid user adoption.
time for discussion: 30 secs