It’s that time of the year – at least in the UK – when the spring flowers are out, the birds are singing, there’s a fleeting glimmer of sunshine … and it’s the end of a tax year (or the start of a new one, depending on how you choose to look at it). Perhaps it’s time to tidy the desk, chuck out a few reams of paper and dust down the elevator pitch.
There’s much to recommend being able to tell people what you do in a way they can understand. Let’s face it – it can be an uphill struggle when it comes to justifying our existence. No, we don’t just check for spelling mistakes. And no, Word’s spellcheck function is definitely no substitute for the real thing. Yes, we might love words, but passion doesn’t pay the bills. Sure, an edit is not usually a life-or-death situation, although ‘mere’ typos can do serious damage to reputations and lives – and the work medical editors do, for example, carries a particular weight of responsibility. Good communication in any sector is vital, so there is genuine importance attached to our job, and it takes skill and experience to do it well.
An elevator pitch is typically a short and simple summary of your business offering, using language that anyone can understand. It says who you are, what you do and what you can offer a potential client. A good example will tell a story in miniature, rather than comprise a blurted-out list of bullet points. You need to captivate your listener – and you haven’t got long to do it; perhaps 30 seconds. (The tallest lift in my town only goes up one floor, so I’d have to be especially concise.)
If you’re trying to communicate your worth to so-called non-publishers, you might need to strip things right back to the basics; you could even use an analogy. About a year ago I wrote a description on my website likening the work of an editor to the craft of a sash window renovator. (It only occurred to me afterwards that I should have struck some kind of reciprocal deal with the window restorers, asking them to compare their work to that of a professional editor.) The point is, it can help to explain what we do if we make it more tangible.
Publishers may be easier – they already understand the difference between copy-editing and proofreading, for instance, and they know why they need us. But all publishers are different, and you may still need a very focused approach to make that particular publisher understand why they should hire you, and not the other twenty editors who have also cold-called them that month. What areas do you specialise in? What specific skills and qualifications do you have?
To write your elevator pitch, try putting everything down on paper (or screen) first – everything that differentiates you and your business. Stick to the positives – describe what you can do, not what you can’t. Then, when you have your description, do what you do best – edit it. Cut out all the extraneous material until you’re left with the pure message that you want to convey. Take your time. Tell that story. Nail it.
Now you have your perfect pitch, what can you do with it? One thing you could do is learn it by heart, and then take yourself off to some local networking events (or even an CIEP local group meeting) and actually use it. You might discover that you enjoy the process, and you could even pick up a new client or two. (Remember, contacts you make may not lead to immediate work; it’s often about the long game.)
However, the real beauty of this is that you don’t have to actually deliver the elevator pitch for it to be of real benefit. You’ve just spent quality time focusing on the positives of who you are and what you do. See how you’ve distilled the essence of your business so you understand exactly what you offer and why it’s worth something to others? Now you can use this knowledge of what makes your business brilliant (what I like to think of as your secret elevator pitch) to inform the way you sell it to others, in whatever way you choose.
Do you have an elevator pitch? Has it helped you market your business?
At the time of writing, Liz Jones was the SfEP’s marketing and PR director.
Proofread by CIEP provisional intermediate member Gary Blogg.
The views expressed here do not necessarily reflect those of the CIEP.