We have watched professionals struggle to make an impact in virtual meetings, often due to a poorly crafted elevator pitch. Across numerous career conversations, hiring rounds, and coaching engagements, we’ve identified key patterns that separate high performers from the rest.

Pattern 1: Tailoring the Pitch

What we keep seeing is that the most effective elevator pitches are those that are tailored to the specific audience and context of the virtual meeting. High performers do differently by researching their audience beforehand and adjusting their pitch to resonate with the listener’s interests and needs. They use this insight to craft a pitch that sparks curiosity and encourages further conversation.

Pattern 2: Storytelling and Visuals

We observe that using storytelling techniques and visuals can make an elevator pitch more engaging and memorable in a virtual setting. High performers leverage this by incorporating personal anecdotes, examples, or metaphors into their pitch, and supplementing it with relevant images, videos, or slides. This approach helps to capture the listener’s attention and convey complex ideas in a simple, compelling way.

Pattern 3: Concise and Clear Communication

What we notice is that a good elevator pitch should be concise, clear, and free of jargon, allowing the listener to quickly understand one’s value proposition. High performers achieve this by distilling their pitch into a few key points, avoiding technical terms, and using simple, everyday language. They practice their pitch to ensure it can be delivered within a tight time frame, usually 60 seconds or less.

Pattern 3: Concise and Clear Communication What we notice is that a good elevator pitch should be concise, clear, and free of jargon, allowing the listener to quickly understand one’s value proposition.

Pattern 4: Practicing and Refining

We see that practicing an elevator pitch in front of a mirror or with a friend can help identify and eliminate filler words and nervous habits. High performers take this a step further by recording themselves and analyzing the footage to improve their tone, body language, and pacing. This self-awareness and intentional practice enable them to deliver their pitch with confidence and conviction.

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Pattern 5: Humor and Personality

What we observe is that the use of humor and personality in an elevator pitch can help build rapport with the listener and make the pitch more relatable. High performers infuse their pitch with their unique perspective, experiences, and passions, making it more authentic and engaging. They also aren’t afraid to show their personality, using humor or wit to break the ice and establish a connection with the listener.

Pattern 6: Expanding the Pitch’s Purpose

We notice that elevator pitches can be used not only for job interviews but also for networking events, investor meetings, and other professional settings. High performers recognize this and adapt their pitch to fit various contexts, using it as a versatile tool to introduce themselves, showcase their expertise, and spark interesting conversations.

Pattern 7: Sparking Interest Over Showcasing Skills

What we keep seeing is that a good elevator pitch is not about showcasing one’s entire skill set or resume, but rather about sparking interest and curiosity in the listener, making them want to learn more. High performers understand this and focus on piquing the listener’s interest by highlighting a unique aspect of their work, a fascinating project, or an innovative approach. They aim to leave the listener with a lasting impression and a desire to continue the conversation.

Pattern 6: Expanding the Pitch’s Purpose We notice that elevator pitches can be used not only for job interviews but also for networking events, investor meetings, and other professional settings.

What separates professionals who act on these insights from those who do not is their willingness to invest time and effort into crafting and refining their elevator pitch. We term this gap the “Pitching Proficiency Divide.” Those who bridge this divide by continuously improving their pitch and adapting it to different contexts are more likely to increase their visibility, credibility, and opportunities for career advancement in virtual meetings.