It can feel surprisingly hard to explain what you do in just a few sentences, especially when you're caught off guard.....
Maybe you’ve been in that moment where someone at a networking event or conference turns to you and asks, “So, what do you do?” and suddenly your brain short-circuits. You ramble, rush, or give a vague answer that doesn’t quite capture the brilliance of your work.
Most of us have been there.
And most of us have also seen the other side, too. We’ve seen the woman who introduces herself with confidence and clarity—the one whose words land effortlessly and make you want to learn more about what she does.
Here’s the thing: That kind of clarity doesn’t happen by chance. It happens when you take a few minutes to think it through before you're in the spotlight.
In this post, you’ll learn how to craft an elevator pitch that feels natural, true to your voice, and actually opens the door for real connection.
What an Elevator Pitch Is (and What It’s Not)
Let’s start by resetting expectations and learning a little bit more about what an elevator pitch actually is (and isn’t).
An elevator pitch is not:
A memorized commercial
A list of all your offers
A pressure-filled, one-shot moment to impress someone
Instead, a great elevator pitch is:
A short, clear way to describe who you help and what you help them do
A conversation starter, not a monologue
A reflection of your voice, your energy, and your brand personality
Think of it like this: if you had 30 seconds in an elevator or at a roundtable to introduce yourself, what would help someone quickly understand the kind of work you do and maybe even want to know more?
Follow the steps below to craft or refine your elevator pitch.
Step 1: Start With Who You Help
Skip the buzzwords and start with the person or group you serve. This helps the other person immediately understand who your work is for.
Instead of:
“I’m a holistic wellness strategist focused on somatic healing frameworks for women…”
Try: “I work with women who are burned out and want to feel good in their bodies again.”
Try It Out: Fill in this prompt: I help [specific audience] who want to [specific desire or need].
Step 2: Explain What You Help Them Do (or Feel)
Now that they know who you help, explain what you help them achieve. Keep it short and clear.
You’re not giving your full product suite, offer stack or menu of services. You only need to share a snapshot of your impact.
Instead of:
“I have a 12-week course and a VIP coaching package and a podcast and…”
Try: “I help them get clear on their business message and start showing up confidently online.”
Try It Out: Add this to your prompt: … so they can [result, transformation, or feeling].
I help [specific audience] who want to [specific desire or need] so they can [result, transformation, or feeling].
Now you’ve got something like:
“I help women entrepreneurs who feel stuck in content creation get clear on what to say, so they can show up consistently and grow their audience with ease.”
Step 3: Bring It Back to a Conversation
The best elevator pitches feel like the start of a conversation, not the end of one. You don’t need to impress anyone. You just need to be real and curious.
Try finishing your pitch with:
“What about you?”
“Have you worked with people like that?”
“I’d love to hear what you’re focused on right now.”
These small phrases invite connection and help the other person feel seen, not just sold to.
Bonus Tip: Practice different variations of your pitch depending on the setting. What you say in a one-on-one hallway conversation might be more relaxed than what you say at a microphone during a group intro.
3 Pitch Starters You Can Personalize Right Now
Here are a few simple, non-scripted ways to start your pitch:
“Most of my clients come to me when they’re feeling ____…”
“I work with people who are trying to ____ but feel stuck because ____…”
“I help ____ do ____ in a way that feels more aligned, simple, or sustainable.”
These openers focus on connection, not credentials—and that’s what makes them memorable.
Remember, Say It Like You’d Say It in Real Life
The goal isn’t to sound rehearsed. The goal is to sound clear and confident, like someone who knows the value of what they offer and genuinely wants to connect.
You don’t need a “perfect” pitch. You just need one that feels like you.
So, before you head into ICON or any upcoming event, take five minutes to refine what you want to say when someone asks, “So, what do you do?”
And then practice saying it out loud until it feels natural and you can say it with ease.
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