Oct 12, 2026 · 16 min
Donald Miller turns elevator pitches into a repeatable customer story
#93: The 3 Parts of a Great Elevator Pitch
A scripted pitch can keep a business focused on the customer’s problem, the solution it offers, and the outcome it promises.
- 1A clear, rehearsed pitch replaces improvisation when customers ask what a business does.
- 2The strongest structure names a specific customer problem, positions the product as the solution, and describes a positive future.
- 3Repeated use helps the message feel natural and keeps it consistent across conversations and marketing channels.
Don't miss
Donald Miller crystallizes the pitch as a three-part sequence: customer problem, product solution, and positive outcome.
The brief
Donald Miller argues that businesses should prepare a clear, rehearsed answer to what they do instead of improvising whenever the question arises.
The pitch follows a simple customer-centered sequence: identify a problem, present the product as the solution, and describe the positive outcome.
Rather than leading with the business itself, Miller frames the customer as the hero and the product as the guide toward a better future.
Examples involving tax savings, legal loopholes, and a basketball training product show how specific problems make solutions easier to understand.
The practical lesson is repetition: a pitch becomes natural through consistent use, while the same message can travel across conversations and marketing channels.
Books & mentions
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