Different Types of Messages

Since we don't know who we'll run into, we need to prepare with different pitches and different elevator speech scenarios.

This doesn't mean a different value proposition. It means the same product, pitched differently based on who's listening: a real audience, but not necessarily our target audience.

Are we talking with someone deeply versed in our industry? Have we struck up a conversation with someone completely outside our field who's genuinely curious about what we do? Do we have a shot at piquing the interest of someone who directly influences our ideal user, a powerful investor, or another kind of decision-maker?

A chance always presents itself. We may need to go deep and get technical with the listener, or we may need to 'dumb it down' so they can truly grasp how valuable our product or solution is.

For that, we need to find their motivation and adapt our pitch to their language and frame of reference, so it lands clearly.

And even if this person has no direct influence on anyone in your target audience, the simple act of adapting your pitch has done you a real favor: it's helped you fine-tune your message so it's sharper and clearer for the next person who comes along.