Eben Pagan teaches entrepreneurs how to create compelling elevator pitches and unique selling propositions that immediately capture prospects' attention. He provides a proven 5-part formula for crafting powerful statements that communicate exactly what customers want to hear, turning first impressions into business opportunities.
Creating Elevator Pitch
How to Create a Powerful Elevator Pitch -- Eben Pagan's 5-part formula for creating compelling elevator pitches that turn first impressions into business opportunities
Professional Marketing States the Problem and the Desired Result
Professional marketing is not about being pushy - it's about communicating exactly what the other person wants by stating their problem and the result they desire in a powerful communication
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Condensing Your Pitch Into a Product Title
Condense your elevator pitch into a title for products or coaching series by extracting the juiciest part - focusing on results, benefits, outcomes and convenience
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The First-Meeting Window Experts Waste Without a Pitch
There's a window of opportunity when meeting new people for the first time - most experts let these huge opportunities go by without delivering a powerful compelling message, causing prospects to lose interest
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Laser-Focus on Benefits When It's Time to Sell
When it comes time to sell or make a first impression, it's not the time to be humble - you must focus everything like a laser beam to communicate benefits and results so prospects say 'that's exactly what I need'
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Phrasing the Hook Question Without Pointing at the Prospect
The hook question should be phrased so it doesn't point a finger at the prospect directly - 'Do you know any women who would like to lose 20 pounds quickly?' allows them to answer about themselves or recommend friends
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How to Create a Powerful Elevator Pitch -- Eben Pagan's 5-part formula for creating compelling elevator pitches that turn first impressions into business opportunities
Anatomy of a High-Converting Elevator Pitch Example
A powerful elevator pitch example: 'I help overweight women who wanna lose more than 20 pounds get rid of their extra body fat in as little as ninety days without starvation diets or torturing themselves with military exercise. Do you know any women who would like to lose more than 20 pounds quickly?'
Phrasing the Hook Question Without Pointing at the Prospect
The hook question should be phrased so it doesn't point a finger at the prospect directly - 'Do you know any women who would like to lose 20 pounds quickly?' allows them to answer about themselves or recommend friends
Laser-Focus on Benefits When It's Time to Sell
When it comes time to sell or make a first impression, it's not the time to be humble - you must focus everything like a laser beam to communicate benefits and results so prospects say 'that's exactly what I need'
The First-Meeting Window Experts Waste Without a Pitch
There's a window of opportunity when meeting new people for the first time - most experts let these huge opportunities go by without delivering a powerful compelling message, causing prospects to lose interest
Why Generic Self-Introductions Fail to Attract Prospects
Most people answer 'what do you do' with generic statements about themselves like 'I'm a writer' or 'I'm a relationship coach' - this approach fails because it's all about them instead of the prospect's needs
Professional Marketing States the Problem and the Desired Result
Professional marketing is not about being pushy - it's about communicating exactly what the other person wants by stating their problem and the result they desire in a powerful communication
Five-Part Elevator Pitch Formula
The 5-part elevator pitch formula: 1) 'I help' + specific prospect description, 2) 'who' + specific problem, 3) specific result/benefit, 4) convenience factor, 5) engagement hook question
The Convenience Factor That Removes the Biggest Objection
The convenience factor addresses what prospects fear - for weight loss it's 'without starvation diets or torturing themselves with military exercise' which removes the biggest objection
Elevator Pitch Seconds to Make an Impression
An elevator pitch must be compelling enough that someone would want to do business with you by the time you reach your floor - you only have a few seconds to make this impression
Condensing Your Pitch Into a Product Title
Condense your elevator pitch into a title for products or coaching series by extracting the juiciest part - focusing on results, benefits, outcomes and convenience
Wordsmithing Every Word of Your Elevator Pitch
Your elevator pitch must wordsmith every single word to become crystal clear and compelling - it's almost like a headline that grabs attention and compels action
Using Your Elevator Pitch as a Video Opening or Headline
Elevator pitches work as great headlines and video openings - they're powerful first impressions whether used in person, in videos, or online
Five-Part Elevator Pitch Formula Broken Down Step by Step
Use a 5-part formula: Start with 'I help' plus your specific prospect, add 'who' plus their specific problem, state the specific result you deliver, include a convenience factor that addresses their fears, and end with an engagement question that draws them in without pointing fingers.
Specific Elevator Pitch — 20 Pounds, 90 Days, No Starvation
Be extremely specific about who you help, their exact problem, and the precise result you deliver. Include specific timeframes, amounts, and convenience factors. For example, specify '20 pounds in 90 days without starvation diets' rather than just 'weight loss help.'
Asking the Hook Question Without Putting Prospects on the Spot
Ask a question that doesn't point a finger directly at the prospect but gives them opportunity to respond about themselves or recommend others. For example, 'Do you know any women who would like to lose 20 pounds quickly?' rather than 'Do you want to lose weight?'
Repurposing Your Pitch as Headlines and Video Openers
Yes, elevator pitches work as headlines, video openings, and first impressions whether used in person, online, or in marketing materials. You can also condense them into product titles by extracting the juiciest parts focused on results and benefits.
Why Boldness in Marketing Is Professional Not Pushy
No, when it's time to sell or make first impressions, focus everything like a laser beam to communicate benefits and results. Professional marketing isn't about being pushy - it's about communicating exactly what the prospect wants to hear.
Elevator Pitch Formula — Problem, Result, Convenience, Question
Focus on your prospect's problem and desired result, not your title. Use Eben Pagan's formula: describe who you help, their specific challenge, the result you deliver, how convenient it is, and ask an engaging question. Wordsmith every word to be crystal clear and compelling.
Every Word Matters When Crafting Your Elevator Pitch
when we're creating an elevator pitch, a short statement that communicates everything the prospect needs to know to become interested and to make a decision, hey, I should check this out. This is the time to wordsmith every single word
professional marketing, professional sales, professional promotion, it's not about being pushy. It's not about being too forward with people. It's about communicating exactly what the other person wants.
Focusing Like a Laser to Communicate Benefits and Results
This is the time when you need to take everything that you've learned and focus it like a laser beam to communicate the benefits and the results that you offer
This Is Not the Time to Be Humble
when it comes time to sell, when someone's going to buy something from you or when it comes time to make a first impression, it's not the time to be humble
Five-Part Formula for a Client-Attracting Elevator Pitch
How do I create an elevator pitch that attracts clients?
Why You Should Never Be Modest When Selling Yourself
Should I be modest when describing my business services?
What to Say When Someone Asks What You Do
What should I say when someone asks what I do for work?
What Makes a Compelling Closing Question in a Pitch
What makes a good elevator pitch question at the end?
Can You Use Your Elevator Pitch in Marketing Materials
Can I use my elevator pitch for marketing materials?
How Specific Your Elevator Pitch Should Be
How specific should I be in my elevator pitch?
Concepts
Questions
Canonical Teachings
Eben explains why most entrepreneurs fail at first impressions - they focus on themselves rather than their prospects' needs. He contrasts typical responses like 'I'm a writer' with powerful examples that immediately capture attention and create interest.
Many experts resist being compelling because they fear seeming pushy or boastful. Eben reframes this mindset, teaching that professional marketing means communicating exactly what prospects want to hear, not being aggressive or humble.
Eben breaks down his proven system: start with 'I help' plus specific prospect, add 'who' plus their problem, state the specific result, include convenience factors that address fears, and end with an engagement hook question that draws them in.
These pitches work as headlines, video openings, and product titles. Eben shows how to condense the formula into tight titles by extracting the most compelling elements focused on results, benefits, and convenience.
Claim: “When asked what you do, describe your role or profession like 'I'm a writer' or 'I'm a relationship coach'”
Reframe: Focus on your customer's specific problem and the result you deliver, not your title or profession
Claim: “Stay humble and modest when describing what you do to avoid seeming pushy or boastful”
Reframe: When selling or making first impressions, focus everything like a laser beam to communicate benefits - it's not the time to be humble
Claim: “Professional marketing and sales means being pushy and forward with people”
Reframe: Professional marketing is about communicating exactly what the other person wants by understanding their problems and desired results
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