The elevator test will help you to check the clarity of your core message, it will force you to deliver your core message in 30-45 seconds, it will help you to check whether you can explain in a few sentences your software main and unique value for your customer. Imagine this is the situation : just a few minutes before the start of the demo you meet the CEO at the elevator who suddenly says something like that "I am sorry, something come up, i won't be able to attend the demo, please give me your idea, what do you think makes your software valuable for my company ?" Imagine such a scenario, could you sell your software in the elevator ?You have indeed to rehearse the answer because this situation will happen, unlikely in the elevator, and you will have that day to answer this question in a concise manner,with the right words and without hesitation.
That sounds easy but it is not, it must be succinct, easy to understand and irrefutable as it is said in the video below :
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