 And we've done a lot of work together at Octane, and we've worked together on internet applications, we've worked together on website stuff, but Chris is also a very accomplished presenter. He's good at communication, and he's good at conveying information in such a way that it engages the people that he's talking to. And, you know, I was talking earlier on the way in here about some people you communicate with and you tend to start to pull back a little bit. But others you communicate with, they pull you in. And that's really where Chris is particularly strong. So I'm really happy to introduce Chris Van Dusen as we talk about the elevator. So thanks for coming Chris. Thank you very much for that intro Matt, that was a great time. Now I have to make sure I don't let anyone down. So we're going to talk about the elevator pitch. A little bit about me. I'm Chris Van Dusen. I co-founded a company called Efficiency that helps small businesses tell their stories better by utilizing new technology, right? How to show your story in the best manner. We wrapped it first around the iPad, but it's really any type of mobile technology. I'm also the director of Big Step for Reach Media here in Orange County. And we work as an outsourced marketing firm for a lot of small media businesses. And lastly I speak and write about tech startups and mobile integration and emerging technologies. So today what we're going to talk about, if you haven't been able to figure out, is the elevator pitch. And in my opinion the elevator pitch is probably the most important thing you need. Either as an entrepreneur, as a financial planner, actually in anything you do it really comes down to it's your value proposition. It's what you offer that no one else does. And see what's interesting is we're now living in this world of 140 characters. Social network, Twitter. There's so much white noise out there. There's so much data that you can find. Well where's your signal? Where's the thing that makes you different than anyone else? And that's what we're going to start to talk about. So let's figure out exactly where we're going to start. And that's the traditional meaning of an elevator pitch. Where it came from. Why, as we move forward, this isn't your grandfather's elevator pitch. This isn't 60 seconds of me costing you in an elevator. So we're going to figure that out. But there is some parts of that that we want to extract and we want to kind of build on. Again, we're going to look at what not to do. I can't tell you how many networking events. A cup of coffee I get at Starbucks where I meet someone and say, what do you do? And to be honest with you, the horrible responses I get. It seems like such an easy question. What do you do? What makes you different? And a lot of people struggle to answer that. And so hopefully we're going to be able to figure out some different constructs. We're going to be able to figure out some different ways to put that value proposition, that pain statement, figure it out. So that's where, what it is and how to construct. So we're going to look at, I think it's three different examples of how to construct a good, succinct pitch. And then we're going to look at real life examples. Because quite frankly, I can sit here for the next three hours and talk to you guys about how to construct it. But if you haven't seen examples, you can't put it in and extract really how to do this. Then it's all for naught, right? So let's go into the brain of our guy. And let's look at what Wikipedia says is the traditional elevator pitch. And so in overview of a new business idea that an entrepreneur can explain to an investor the length of a chance ride shared by the two partners. Pretty easy, right? But let's be honest. This never happened. God! I've been in sales for 11 years. Tell me the last time, well actually let me say this. I'll tell you the last time I've had an elevator ride with someone, my CEO I wanted to get in with, with my core demographic. And it's pretty much never, right? Show a hint, anyone actually had an elevator ride where you went, all there he is. Let me do it. One. One? Okay. Well let's talk because I want to find out what elevator you're riding. We're the same clients and I'm going there. Let's go. This never happened. Okay? What is it? It's a metaphor. It's a metaphor for what do I do if I have 10 seconds, 60 seconds, two minutes with my ideal client, my ideal demographic. Again, the CEO I want to get in with. Okay? I love that picture. Sorry. Really what it comes down to is that your value proposition. As I said earlier, what do I offer that's different from everyone else? What is it that, what's my special sauce, right? I don't know if you guys have heard that from. What makes me different? And that's what we want to focus on. Okay? And I put it in here that everyone needs a value proposition because I look around this room and I see that there are a lot of people that are younger than I am. I'm not that old. But that are younger than I am. And so for the majority of your lives, you've been able to say when someone says, what do you do? I'm a student. All right? I'm a student. And that's like, you're easy out. But what you're actually saying is, I'm a student, that's what defines me now. And usually you evoke a question of, well, what are you majoring in? What school do you go to? What do you do? So that's important because that's really what we're trying to do here with our value proposition and with what we're trying to do to catch their attention. I'm a student and it evokes the question of, well, where do you go? What do you major in? Right? Same way. I'm a financial planner. I do this. Well, what do you do with it? So we're going to start talking to this. So use the fact that you're a student and think about that and we're going to go on. Now I put these two headlines on because as we said, I'm a student. Right? That's your headline. Just like these are itchy and fun, Badgeville did not earn a badge checking in at TwistUpAid or foodme.com. I'm hungry and want to deal now. Well, I want to read that now. What are you talking about? Explain it to anybody. I'm invoking a question. So you want to have your personal value statement, your personal value proposition as something that's a headline and catches their interest. So as we move forward, remember that. Remember the headline. Something that grabs somebody's lapels and doesn't let go. So we're now standing in front of our ideal client. How do we make him not say, Zoinks, right? Zoinks, dude. Like, I'm running away. I'm falling asleep. I don't want to. How do we do that? Well, let's first figure out what not to do. So I put this little graph in here, Micro-Macro, and I used the financial services statement earlier. I used to sell hold with Detonically Clubs. I used to be in the financial realm and I'd go to these network units and I would say, hey, Joe, what do you do? You would say, I'm in financial services. What does that mean? There's layers. You're a financial planner. Are you an advanced tax planner? You're wholesale debt and equity funds. Like, I did. What do you do? Tell me. But where the inverse of this comes is, don't be limited. So don't say, I only sell stocks, right? Because if I was trying to buy life insurance, I don't know. So not too macro, not too micro. Somewhere right in the middle. Tell them your industry. Tell them what you do. Tell them what you offer that may be different. But don't give a broad overview and don't go too micro. Also, don't make crowded pitches. So I go to a lot of startup pitch events where new startups, tech startups will come up and they'll be in this platform of ten minutes. They'll have seven minutes to give their pitch. Three minutes of Q&A. And they work with these different angel investors or BCs to really hone in on their pitch. So they have seven minutes. And the way these angel investors or these advisors talk to them as they say, you have seven minutes to tell them everything about your company. Well, wait a second. I've been working on this tech project or this new company for the last two years. Six months, two years. I have so much I want to share. So they just put every single thing and what you end up hearing is that they talk faster than anyone can understand. I'm a hyper person by nature. I talk fast. I have to slow myself down so I can understand. But still, you go up to these pitches and they end up sounding like this. Come on, YouTube. I'll give you a break. All right, well, what it was was the micro machine guy. Does anyone know about that? This is the micro machine guy. This is the most efficient, most expensive, most expensive micro machine. Each one has your master's skills. Perfect, perfect, perfect. It's time for you to take off working wheels, micro machine cars. That's right. Does everyone remember the micro machine guy? Does anyone? All right. Eating myself. All right, so we don't want to do credit pictures. We don't want to throw every single thing in there, but we also don't want to go on and on. Be able to reach your audience. Be able to look them in the eye and understand body language and whether or not they're interested in what you have to say. We'll talk about that later, but Facebook doesn't have every single person in the world that has an internet connection. They would like them, but it's okay that they don't. They're still doing okay, right? They're still making some money. If someone's not interested, after you giving them your value proposition, then that's okay. Learn to walk away. Don't waste more time because time is a precious commodity. And if you go on and on, you will put them to sleep. So I have some, I've been to these events again where I ask, what do you do? And they say, well, I do this. And they compel me, right? I'm ready to whip out my business card. I don't have the opportunity because they won't shut up. They just do talking. Be quiet. Get them. Start the conversation. Invoke a response from me and be able to walk away. You don't need to give up every point. So let's take a look here. To get them excited, get the light bulb to go off in their head. To get them excited about what's, oh, no. That is Kelly Reeve. She made an appearance. That is the president of Reeve Media's point. She'll be excited that she made an appearance. But sorry about that. Now, we have everyone's attention, right? I have your attention now, right? Anyway, so we have everyone. They're excited. How do we get them there? Well, the first thing is your first impression. It doesn't matter what you look like necessarily. But it's how you're perceived. I love it. First impression goes, everything you figure out later minus the later, right? It's the minute you say something, what they perceive you to be. No matter what else comes out of your mouth. Because if you look like that, that's anyone in this room. I'm sorry. I pulled that off of Google. Sorry. Your elevator page closes deals before they ever get started good or bad. So you come at them in a sleazy way. If you just barrage them with the lack of a term, diarrhea in the mouth, you're just killing them with info. They'll do this. Like Matt said, they're pulling away from you. They don't want to listen. So, little Twitter bird, when we talked a little bit at the beginning about social networks and 140 characters. And it really is the world we live in. We live in this world of short attention span and people that want information immediately and move on, right? So, as we think about Twitter, we think about these headlines. If anyone uses Twitter, anyone in the room uses Twitter, alright, there's some people. For me, I look at Twitter a lot. But for me, I don't read everything that I see. But if Henry catches my eye, I'll dig in deeper. So your value proposition almost needs to be the same way. You need to be able to get their interest and make them want to click on that headline. Click on that blog link if you're right. Click on that article if you're right. Read more about you want to know more. Okay? So, really, your elevator can just from the beginning. It's like real life tweeting. You have 10 seconds to get their interest enough to want to know more. And so, I put an example here. Here's a construction example. Overview the pain point and your company's value proposition. Alright? Simply constructed, we're helping people do X by offering a service that does Y. Okay? Nice and easy to sync one sentence. And a great example I found doing research was, I make software for hospitals that gets patients in and out faster. Okay? Pain point. We know why he created this, right? It's horrible to go to the hospital. You go to the ER, you're there for hours. But we don't want to know more. So he's invoking questions. And these questions are the questions that we want. Okay? Who and where they know the why? They know why this is an issue, as I said. They want to know where they're at. Can I use this as the DMV? Can I use this as the line at Starbucks in the morning? Like, what can I use this software for? What else? What are the other applications? Tell me more. Tell me more. We don't want the question why you created this. Right? It's like me saying, why did you create a big Chris book? Right? And everyone would say, why? It's already on Facebook. We don't want infrastructure questions. We want engaged questions. So another interesting thing is, as we're getting these great questions, we can then customize this pitch towards our audience. And see, this is important. I mentioned before, if you start to lose your audience, if they're not interested, that's okay. But we can make it more about them so we can have a better chance of retaining them as possible clients for just letting us get through what we're talking about. And so eBay does a great job of this. Okay? You know some people have a blank problem? Well, I have a blank solution. And as you can see, eBay, you know seeing people have stuff they want to get rid of but don't want to get it all away for free? Well, I have a website that allows them to auction anything off to the highest bidder. Paying point. I don't want to have a garage sale. I don't want to lose money on this. I just got a new TV, right? Solution. We have a website that gives it to the bidder. That's easy, simple, to the point. You're now asking questions. And when you want to customize it to your audience, if you're standing in that chance, elevator ride or at a coffee shop, and you see it's a new mother, right? You can ask her all those baby supplies. You can auction those off. You can start customizing and talking to your audience and yes, making some generalization. But really it's just being able to engage them and make custom presentations. And we'll talk about an example of this later when I show you, excuse me, a startup that has multiple different elevator hitches that they use. Founder's Institute. Now this is very tech related. And that's my background and that's where I come from are tech startups. So all of this is done for a tech startup if you look at the verbiage. But we can kind of extract some things for a roadmap. And please don't worry about pulling this off. This presentation will be available to anyone that wants it. Whether or not you think I did a good job, the data will be there if you want it. But my company, Status, right? Name, status, then my product category, whatever I'm doing. The target group that my target demographic. The use case, right? What I'm trying to locate and keep, finding a date to increase sales. And then what's my special sauce? What makes me different? What makes me unique? And that's as fast as anything else out there. Okay? For me, I take all three of them all together. I hope arms up the berg would have been if you worked harder. Right? Not as successful. That's awesome. Let me laugh. It catches you. Regardless if you think it's funny or not, I caught you for a second and made you stop at the bank. I grabbed you by the little tails. And now is my opportunity while you're sitting there a little stunned to tell you actually what it is that I do. Because your first impression of me now is that was clever. That was interesting. Right? And so for me, I use the wow factor. And then I go in and say, problem to solve, right? Like the painting and what it is that I'm trying to do to fix it. And how do I solve it? Right? How does my company physically or myself do something different? But for me, I do, I look at structurally four things. First, no matter if it's one second, 30 seconds, two minutes, face is sick, get to the point, deliver only the information that's important. And I'll get to what that information is, but really deliver only the information that is important. Easy to understand. Your grandma or your grandkids. Cross-generational, someone should understand what it is you're talking about. I don't care if you're making new computer chips, or you have the coolest, hottest, the best internet startup. They should understand what this is about. They don't need to know every moving part. They should understand what it is about. Green-inducing, I was going to leave this out, but green-inducing doesn't necessarily mean money. But think about this. When someone says, Chris, what do you do? They're asking you, what can you do for me? They do not care what you do. They care about what you physically do for them. We don't go to these networking events because we just like meeting people. There's a purpose behind these. When you're constructing your elevator bridge, when you're constructing your valley proposition, make sure you're answering the question, what can I do for you? What is it that separates me from everyone else? What is it that I can do differently for you, my audience? Again, I've said this before, make it irrefutable and both questions. But the right type of questions. We want them to ask how they can apply it. What can I do for you, not why the hell are you doing that? We're going to look at some examples now real quick. Has anyone heard of BANPAX? Two people. BANPAX is a new startup that came out. Andrew Draper is the CEO, he's a friend of mine. So I asked Andrew a question. I said, if someone asks you, what do you do? How do you answer? And there's Andrew right there. What do you do? He usually, his first reaction is, we sell underwear on the internet. For me, I'm clicking on that. That's funny, right? That's a great headline. We sell underwear on the internet. But really, what they do, is if you get easier for them to ensure that they have the basics covered in stock while creating up time to do other, more important things. Starting to understand a little bit more about what they do, this is where your start asking questions and goes in and says, BANPAX is a startup changing at any time in the morning ritual, but easy access items such as underwear, shirts, socks, shaving products. The pain point, we don't have time. This is perfect for me. I don't have time to go buy underwear, socks, t-shirts, shaving cream, all the necessities of life. So you're something I can sign up for a service and every three months it gets dropped at my door and that's a killer. I love it, right? But you guess you might say I sell underwear on the internet and ask more questions. And that's, it's not a complex idea, but try and do that in one sentence. That's where you start getting to do ask questions and to keep going through. Another startup we're going to look at is speaker text. Speaker text is great. I love Matt Morales, the CEO. When you go to their site it's video SEO on steroids. What? What does that mean? I'm interested though. Tell me more. And so we go in. I mean, I see video SEO on steroids. I think a Mark McGuire shape is a monitor walking around with a bat. I don't know what it is. I want to know more. Now, already he's got your attention but when you look like this right, that's Matt. When you look like this, you don't need much more attention, right? But you want to know both questions. So I called Matt and I said Matt, someone asked you, what do you do? And the answer to me was, who's my audience? I said, wow, that's cool. Who's my audience? Just someone you want to sign up with speaker text. He goes, okay, well this is how I answer. Video transcription company that helps SEO video have to create captions and interact with transcriptions on an easy use platform. It's special sauce, easy use platform. The problem is SEO in videos and it's solution by creating captions and transcriptions that will interact with the audience. And so then I asked him, well what do you say if it's a VC or an industry expert or an analyst? He said, we're a transcription service in the cloud powered by hybrid AI and crowdsourced model. I said, why do you make such a diversion from the initial? And he said, well, your audience will determine what they want to know. Speaker text. A client of speaker text doesn't care how it's done. They care what they're getting out of it. Remember what I said before? It's not what you do, it's what you can do for me. They don't care about the process. They care about what happens at the end. Okay, what they're getting and how they're benefiting. And so for a VC now who wants to put money in this, which is by the way still a customer. Any of you are budding entrepreneurs, you have a bifurcated business model of people to entertain. You have clients who are customers that you want to sign up for speaker text. But you also have investors that you want to part with their hard earned money to go into your company. So they're both customers, they're both clients. But how you entertain and how you attract them are two different ways. A VC wants to know how what's the process? Is it scalable? How does it work? So tell me that. And then he said, and then I can go on either direction and explaining the mixed report, which is for transcription service to help your videos discovered by search engine using AI and crowd sourcing. Okay, so that's a combination of both. We start at one place, then we bring it back together in a minute. And by the way, if any of you a little pitch because I like that, but if any of you do have video on your website, this is a great service right now when you have a video there, like the one that's being recorded here and be talking. It might say Chris, Chris Van Eusen UCI Cal AT2 for tags, but all of my words that I'm speaking here right now are lost to Google. No one can find them. So unless you've tagged it properly on the video, you can't find anything that I'm saying. Speaker text allows all of this, what I'm saying, regardless if you want to hear it again or not, to actually be recorded, you can find it and they can search it. So it's an interesting little service for increasing your SEO on your website. Paydivvy. Now, I put Paydivvy in here. Mike Melody, the CEO is here in Newport Beach. Mike is also a friend of mine, but Mike solves a fundamental problem and one that's very appropriate here being in a college and that's the roommate situation and social tag. So I ask Mike same questions. Paydivvy is the first social bill paid platform, excuse me. Paydivvy provides a smarter way to manage bills by allowing you to tag, send, and share bills simply and socially via Web Remote. It's special sauce. It's social, the problem he's solving is that in his mind when he was in college he had three roommates. All three roommates had different bills, power, water, cable, rent. And he said he was the one trying to keep track of it and he lost three grand at the end of his, you know, three years spent with these guys. Paydivvy allows social sharing so it solves a problem. A problem for three, four roommates all having different bills. His solution is making it a shared bill pay platform different than we pay but we'll do that later. And it's special sauce is that it can be available web, mobile, anywhere. And lastly I include an Evernote. Does everyone know what Evernote is? Mmm! She eats this again! Evernote is fantastic. And I'll let Phil, the CEO tell you why. Hi, I'm Phil Lincoln, the CEO of Evernote. Evernote is your extreme right. Whenever anything important happens you put it in Evernote and it will always have an opinion. Can you use Evernote with lots of devices that you currently have? Do you have a word? So the most important thing I want to focus you on is two sentences, right? He said his whole company probably one of the most complex platforms in two sentences. He went on for another 40 seconds and told you a little bit more of the process but the only thing that he needed to tell you were those two things. It's the external brain. It's the thing that I don't need to keep all this information in my head. I can now hold it recording and keep it somewhere else offline. Let me rephrase that online because it's actually a cloud service. The idea is that it can be separated from myself. He's creating the problem. As we have so much information, the solution is that it can go anywhere and you can keep it offline. So, now I went ahead of myself so let's take a step back. Don't be boring. Don't be boring. Please don't be boring. Give me something, okay? When you come up and I say, what is your elevator pitch? What is it that you do? Can you tell me I'm in financial services? I'm going to turn around and walk away. If you give me a brain dump, I'm going to fall asleep. Okay? Catch me, get me, talk to me. Identify a problem. That's a big problem, okay? Identify what the problem is. Identify your audience, identify the problem. Provide a solution. Provide the solution depending on who it is. You can't see that in the back. It's a big shovel. Okay? Tractor, shovel, anyway. Provide a solution. I don't care that there's a huge ogre that has to carry that thing around and think, yeah, I care that you're going to get me out. Okay? What I can do for me. So, we now have their brain. We now have their, we now have them excited. Okay? What is our goal here? What is our goal from all this? Well, first our goal should be to get to a meeting. This is our chance to give a longer presentation. This is our chance to actually do something. Okay? This is our chance to bring in the executive summer to give a five-minute pitch, to give a 20-minute pitch. Half an hour if they let you. They're excited about you now. They know who you are. You caught their attention. They understand your idea. Now is the time to give them the micro-machine comment. Put the micro-machine comment in 30 minutes, not 30 seconds. You can speak normally, you can talk through it. By the way, overhead projector, how awesome is that? I do new technology and I've been pictured ever on. Awesome. Okay? Another interesting thing that a lot of people forget can I go to these networking events and they give me a pitch or they talk to me and I get excited and then they walk away. Or they hand me their business card and they take off. You're putting the onus on me now that I've got to respond to you? Get my card. Some of the most successful bloggers or internet companies have started by developing internet email databases. Groupon, for example. Andrew Mason started that with just a list of his friends in Chicago and started running deals which were spread and got more emails and more emails. Each one of these people that you talk to grab a card. These CRMs or client databases have keys and functions to be able to separate out. Different if they're key influencers or if they're potential customers or if they're VCs. We can separate that out. We want to get cards. We want to create our database. We want to create our whole thing. And all this is for one big reason. Client acquisition. Client acquisition. That's what we're doing this for. If no one no one wants to hear us talk. If we didn't talk to anyone we'd never get that. We'd never be able to steal one client each incremental time. Our goal is to formulate something so that they're interested. They allow us to tell you tell us, excuse me, tell them more about what we're doing. Now, I realize I'm supposed to stand up here for the next 20 minutes and talk but just like an elevator pitch before that I want to catch you with a headline. This is my headline. Now let's talk. Let's figure out, let's create a conversation around this topic and let's figure out how to customize this between all of us. Does that sound good? So mind I do, what I do is I say, I hope small businesses tell their stories better. So do we have any brave volunteers who want to tell me what they do and we can actually walk through and see how we can fix it and we'll make a group activity? All right. I think you're just 10 minutes of perfect. No, you just stand up and see what you do. What we do is we offer a solution to make up software that I'm sorry, I'm beginning, I'm getting excited. We offer computers used to have a single processor and now everybody moved to multicore. So if there is a big problem to work with a multicore nowadays in order to utilize it they have to be paralyzed. Paralyzed is a very, very tough task. We are offering a solution that enables programmers to quickly take their code, put it in a multicore without all the complexities involved and utilize it very well. Okay, so how do we make that interesting? How do we do that? How do we do that? Because we should be able to, right? We should be able to find the pain point, right, which he said which was it makes it difficult right now, right? Very difficult to develop pilot programs. Very difficult to develop pilot programs? Highly. Parallel programs. Parallel programs to utilize multicore machines. Okay. So does everyone understand what that means? No? Okay. So can I use an example of like let's say running Windows, running Mac, running the OS on a Mac machine? Can we talk about that? Would that be a little bit of it? I'm trying to make it a little bit easier, right? So we need to think this out. We need to be able to figure out what the simplest common denominator is so that we can make this relevant to everyone. Because no disrespect but we sat here and you talked for 30 seconds? 45 seconds? Half the room doesn't understand. So how do we make that succinct and understandable by everyone, right? That's right. The purpose is to make it understand because it's one core. What is it? So there's a history behind it. How can we bring this history into somebody that never heard about it before? Exactly. So let's ask some people in here if you want to get involved. Yeah? Alright? Yeah. People can understand the distinction between hardware and software. The hardware is the actual machine that you buy and the software is the program that you load on. You can say that now a lot of new hardware, new computers, they have multiple processors. So they can process a lot of information all at the same time. But the problem is most of the programs written in the world can only take advantage of one process. So they don't get the advantage, the benefit of all the additional hardware. And so his company allows programs written for one process to run as multiple. So they run faster. So they run faster, right? So you see this? So we just took that idea and how we made it we just made it very easy. What was your name? I'm sorry. So we just took this idea and by talking out loud and by figuring it out we just made it so everyone can understand, right? It's the distinction between hardware and software multiple processors not a big word but multiple processors and how they can't run but his software makes it so that they can. He does something that makes it easy to do. Okay? Another key word you said quick and solutions. Beautiful. So I would say something like quick solutions for multi-processor software. Beautiful, right? So we add that, we add a little bit of what Jimmy said right here in two sentences like that. Now, are they going to understand every moving part? Absolutely not. Do they need to? Absolutely not. They need to understand enough that they ask more of the right questions. Okay? So I mentioned Twitter and I mentioned Facebook I mentioned these social networks and the difference in why they became so big was the fact that it invoked a conversation and so typical advertising typical marketing is one way. I stand at my soapbox. I put a billboard up. I speak at you. Well, so is the traditional elevator passion. Social media is a conversation. It's a two-way dialogue about a topic that you can get their imagination, catch the imagination, get their attention and then start a conversation around it. Okay? Where you can then go into more of the interesting, more of your special thoughts, more of what makes you different. And now I'm not threatened. As Matt said, they're not running away like this. If they're starting a conversation right now, you're just talking. There's no more pitching. They're not afraid. They're not on their heels anymore. Okay? Does anyone else want to go? Sure. Well, you make your faster and easier program. That's great. That's perfect. How do you like it there? You make it possible to make it possible. And they say, okay, how do you do that? And then you can tell them about the last problem. But you got their attention. And I want to know because, you know, my computer's slow, they want to know more. That's great. What was your name? Gregg. Did anyone else want to say what they do and we can go through it again? Anyone enjoying this? Great. Where am I going? Carlos. He was there. I have difficulty understanding the problem. But here, this process is better. Why is it better than the other? Why do you tell the better problem? Game, Tico, processors. Computer, I don't have idea. When I have to choose a computer, which one I have to play? For me, no one can explain for me. The way that I can, I'm a normal user, I can understand. It's difficult to choose. Oh, so how to explain which computer to get? Is that what you're asking? How to succinctly explain what the problem is? Why should buy? Why should buy? Why is it better than this kind of processor? Because with memory hard disk, it's okay. It's a mount off. I can't realize. Why is this processor better than this? Why do you need I4, I5, I3? I don't think that's what he's getting at. So I think what he's saying is we offer a solution that invokes these four different processors on how to run software, intermingling. It's not that one processor is better than the other. It's that we're offering software that makes all four of them work. So it's not that the four is better than the five, or that this is better. If you have this, we create software that allows you to use through the whole writing. For the new? Yeah, new. We'll try a new one. I help small businesses elevate their sustainability program. Great. Perfect. Does anyone else have anything they want to say? Because I'm going to ask questions now. My first question is what does that mean? Not why are you doing it, right? But I'm going to say what does that mean? So now what would you say? A lot of businesses are interested in the idea of being more engaged in their community, having a better environmental impact, but aren't sure how to do it, and who will care about it. So I can help businesses set that up, and tell the world about it. Perfect. Does anyone have anything they want to say? Does everyone understand what that means? Two sentences? Three sentences maybe? Okay. Done. Easy. I asked a question. She was able to go. She got me asking a question of what does that mean? Not why are you doing it, right? And she didn't go on and on about this large topic, because that's a big and very wide topic. And you could probably stay up here and talk for the rest of the time I have about this topic, and still not get close to finishing it. Sure. I'm not sure it addressed my greed, however, because a small business person maybe I feel a little guilty about this, but what is inviting? What's the benefit of it? Cost efficiency. And proven consumer preferences towards social responsibility. So you assist with the marketing, not only the quarterback and the department? Both. Yes. I assist with showing the businesses that are interested in reducing their environmental impacts. What are the cost-effective ways of doing that? Showing them how much they'll say. So let's do a cost-effective in that, right? Let's make sure we hit that. Absolutely right. What was your name, sir? Jay. That's perfect. So let's add cost-effective in there, because that's now, right, that's the special sauce. That invokes the greed, but that gets them saying, what can you do for me? So we add the cost-effective in there. We add what it's going to do for them and wrap them. How comes after? We don't care about how. Remember that's the process. So we're talking about clients, so you want to give them what they want, right? And yes, you want to know the process, right, right now, right? But you've asked the question to find out the process. If they just came out with you, with every moving part, you'd run away, wouldn't you? I know I would. I think it's a great idea, but I would run away. Maybe that's just me. That's directly from me. Do you need to answer? Yeah, if you had a good little setting there about, catch me, identify me. Okay. Catch me. Talk to me. Well, to be honest, I had lived that, but let's figure out what I meant. It's really good. Catch me. You've got to get your attention first. Yeah. And get me. And then talk to me. Okay. So I think what I meant by that, let's figure out what I was going on in my mind. So catch me. Catch my attention. Get me engaged, right? So really just get me, so I'm not on my heels. Get me where we need to go. Once you get me, then tell me the pain statement and what your value proposition is. And then from there, we're going to start a conversation about it around it, okay? And that's really what we want. And that's what I want you to focus on is the conversation. The conversation around your topic. Because the minute it goes two-way and it's a dialogue, it becomes a lot less threatening for everyone. And that's why social media has worked so well from a customer retention standpoint, from a customer acquisition point. People don't feel like they're being sold. And traditional elevator pitches are very much a sell. I'm coming at you. I'm going to cost you an elevator to a coffee shop and give you 60 seconds of me. I don't like 60 seconds of me. Right? Why would you want 60 seconds of me? And so that's really, we want to create a conversation. We want those invoking questions that you guys have asked to the other people. And thank you very much for being involved. But that told what they do. We want these conversations. We want these questions around it. Now, another thing I'll just throw out before I take another question is that Matt Morales up there had three different ones that he worked on. And I talked to a lot of different startups and I say, have a couple different ones. So when you go to a pitch event and you're just talking in a lobby, you're just talking to people, you can almost A-B test a few different ones. Okay? You can say, this is the one I could come through with. These are different ones. And see what they respond to. See what, you know, a group will respond to good or bad on the alternatives. And put together the best type of elevator pitch for your audience. How do you suggest that we practice this? Do we sit down and do a brainstorm? Do we do it in a group? Do we go out just cold and put networking event? What would you suggest? So, again, this presentation should be available but you saw the Patterns Institute that walk through. So you're going to break down everything that's you into these couple sentences and just say what the most important thing is. Then try to figure out how to add a little bit of special sauce. As I say, a little bit of something different to that and have a few varieties. And then, yeah, go to a coffee shop and just introduce yourself to someone. Because, inevitably, what do you do is Hi, how are you? People say, what do you do all the time? And so what we really want to do is just ask people, meet people, talk to people. And so the interesting thing is you're never going to feel comfortable introducing yourself or talking to people and if you're in a coffee shop and you're coming out of college or you're new at your profession they're not necessarily going to remember you. You haven't missed your shot with a big CEO in an elevator, just introduce yourself. Grab a cup of coffee. You know what? Buy someone a cup of coffee and just say, what do you do? And listen to their response and hopefully pick it apart and know that you're going to give them something different. Grab their card, practice that. And then feel confident when you do and you are working, go up and say how do you do it? I'm Chris. Here's why I'm different. You'll have that practice behind you. Anybody else? No? Thank you very much. Thank you.