FedBiz’5 Podcast | Episode 45: Does Your Elevator Pitch Open Doors?

Does Your Elevator Pitch Open Doors?

In today’s fast-paced world, people’s attention spans are short. You only have about 30 seconds to grab someone’s attention before you lose the opportunity. Always leave them wanting more!

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs to explain the importance of a well-rehearsed 30-second introductory elevator pitch.

Having a clear and concise company pitch is crucial when you want to catch someone’s attention quickly. Whether you’re meeting a representative at a networking event, conference, or making a cold call, you need a short introduction that captures their interest and leaves them wanting to know more.

Why do you need a good introductory elevator pitch?

When you meet new people, you want to grab their attention quickly. That’s where an ‘elevator pitch’ comes in handy. It’s a short and easy-to-understand description of your company, products, or services.

The goal is to spark interest and start a conversation, not to make a sale right away. Your pitch should focus on how you can help the other person and end with a request to connect again soon.

Why keep the pitch to around 30 seconds?

In our fast-paced world, people’s attention spans are short. You only have about 30 seconds to grab someone’s attention. If you take longer, you might lose the opportunity. So, keeping your pitch brief and engaging is crucial to making a good first impression and keep their attention.

How to prepare your pitch:

• Start by acknowledging the person you’re talking to by name.
• Introduce yourself with your full name and mention your company.
• Share an interesting fact or statistic about your company or products to create a “hook” and generate interest.
• Focus on the top few items you specialize in or that the recipient is interested in.
• Be friendly, engaging, and personable.
• End your pitch with a question – “Does that sound like something your organization can benefit from?” Or “Is this something that might interest you?”
• After your pitch, always conclude with a request to connect again in the very near future.

Examples of a good elevator pitch:

Example 1: “Hi, Mr. Johnson. My name is Sarah, and I represent Quality Tech Solutions. We specialize in providing innovative IT solutions to government agencies. In fact, our services have helped organizations like yours increase their operational efficiency by up to 40%. I’d love to connect further to discuss how we can support your team in achieving their technology goals. Does that sound like something your organization can benefit from?”

Example 2: “Hello, Ms. Rodriguez. I’m Mark from EcoSolutions. We’re an environmental consulting firm dedicated to creating healthier and sustainable work environments. Our cutting-edge air purification system eliminates nearly 99% of germs, significantly improving indoor air quality by over 70%. I believe this could be a valuable asset for your government office. Would you be interested in exploring how our solution can benefit your team?”

Example 3: “Good afternoon, Mr. Thompson. My name is Emily, and I’m with Efficient Contractors. We specialize in construction project management and have a proven track record of delivering projects on time and within budget. Our services have helped government agencies successfully complete infrastructure projects while optimizing costs. I’d love to discuss how we can support your upcoming projects and ensure their smooth execution. Is this something that might interest you?”

Remember, your introductory elevator pitch should be tailored to your specific business and the needs of the contracting officer or business you are speaking to. These examples provide a structure and the importance of highlighting your unique value proposition in a concise and engaging manner.

What not to include in your elevator pitch:

• Avoid using acronyms unless they are widely known.
• Don’t list everything your company does.
• Don’t exaggerate your capability.
• Stay away from hardcore sales pitches, like urgent offers or high-pressure tactics.
• Don’t try to make an immediate sale on the spot.

Examples of a bad elevator pitch:

Example 1: “Hey, contracting officer! I’m Alex, and my company, Awesome Tech, does a bunch of stuff. We provide IT solutions, consulting services, and hardware. We’re the best in the market, and you should hire us right away. Act now and get a 50% discount on our services!”

What’s wrong: This pitch lacks focus and clarity. It tries to cover too many services without emphasizing any specific value proposition. The aggressive sales approach and the push for an immediate decision can be off-putting.

Example 2: “Hi there! I’m Lisa from Green Planet. We offer eco-friendly solutions for government agencies. Our products are amazing and have the potential to save the world. We have a wide range of services, including renewable energy, waste management, and green building. We can do it all!”

What’s wrong: This pitch suffers from being too broad and vague. It fails to highlight a specific problem-solving capability or a unique selling point. Additionally, exaggerated claims and grandiose language may come across as insincere or unrealistic.

Example 3: “Yo! I’m Mike, and my company, Speedy Builders, can build anything you want. We do construction projects, renovations, and repairs. We’re the fastest in the business, and we’ll finish your project in no time. Don’t miss out on this opportunity!”

What’s wrong: This pitch lacks professionalism and fails to convey any value beyond speed. It overlooks the importance of quality, budget management, and customer satisfaction. The casual tone and lack of specific expertise might not inspire confidence in the contracting officer.

A bad elevator pitch is unfocused, vague, pushy, lacks specificity, and fails to address the contracting officer’s needs. It’s important to be clear, concise, and highlight the unique value proposition that your business brings to the table. Avoid aggressive sales tactics and focus on building a rapport and genuine interest in meeting the contracting officer’s requirements.

Remember, the best pitch leaves them wanting more!

A great pitch is concise and introduces you and your company in a way that makes the listener curious. Practice your pitch to make it sound natural, clear, and well-paced within a 30-second timeframe.

It’s also helpful to end your pitch with a question that encourages the recipient to think about how your offering can benefit them and be sure to ask to connect again soon.

The goal is to build a relationship, not to just push for the sale. A high-quality Capability Statement is a great follow-up tool in an email after an initial meeting. It should be aesthetically appealing and speak the government’s language, with a focus on past performance, core capabilities, corporate narrative, etc.

Your objective is to maximize your chances of securing government business by effectively marketing your business’ capabilities. This should also include a proactive outreach program on the federal level with the Federal Connections Package and on the state and local levels with the Local Connections Package to connect you directly to who buys what you sell. An effective introductory elevator pitch can help you get your foot in the door.

FedBiz Access (“FedBiz”) has an experienced fulfillment team that takes the time to understand its clients’ needs and ask questions to ensure they have a solid government contracting foundation to pursue and respond to sources sought notifications and RFIs in a timely manner. 

FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, SAM & DSBS registration, set-aside certification registrations, and GSA Schedules, in addition to its proprietary FedBizConnect.com platform.

FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

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