Book Your Marketing Audit

Have You Created An Elevator Pitch For Your Practice?

Published By: Uli Iserloh
Date: August 22, 2021

You're probably familiar with the concept of an elevator pitch and why it's so important to communicate your unique value proposition and why prospective patients should partner with you.

But beyond the communication angle, creating an elevator pitch pushes you to get clear on who you want to serve, what problem you solve, why your solution is better, and why they should choose you.

In this video, I will be talking about the structure of an elevator pitch and how you can get started to create one for your practice.

The Basics

For starters, an elevator pitch should be short, high-impact, specific and memorable. This is why you really have to take the time to think about it... you can't just 'wing it'.

When you have all these elements come together, yo can have a very strong first step forward when you meet your prospect patients.

Step 1: Define The Problem You Can Help With

The first thing we need to know in your elevator pitch is defining the problem your target audience has. When building your elevator pitch, start with something that resonates with them. Because by nature, people are usually motivated by self-interest.

Ask yourself: What's their problem, how does it manifest itself in their daily lives? Why haven't they been able to solve that problem?

Step 2: Propose A Solution

The second piece of your pitch is explaining how you can uniquely solve your target audience's problem. The solution should immediately be clear to them. Your prospects not only want to know how you're going to help them... but also why it's going to work.

Ask yourself: How is your solution different from what they have tried before? What's the unique mechanism that makes it work?

Step 3: Establish Credibility

The third piece of your pitch is designed to put your prospects at ease knowing you are the expert they have been looking for all along.

You can maybe talk about your track record in helping patients just like them. Make sure to match that with relevant training and medical experience.

Or, integrate social proof.

Ask yourself: Why are you the expert perfectly situated to help your audience with their problem?

Step 4: Highlight The Value Of Your Offer

The fourth piece of your pitch is making a case about the value of your offer. Oftentimes, people immediately look at the cost of what you can do that they forget the cost of not taking action.

A good deal sometimes needs to be thoroughly explained. Provide a good reason why now is the time to do this.

Ask yourself: Why is your offer a smart investment? What is the cost of inaction?

Step 5: Reverse The Risk

The fifth piece of your elevator pitch is what we call risk reversal. This step is very important because people are naturally skeptical... especially when they've been to a number of health practitioners who haven't been able to resolve their health concern.

Figure out a way to erase that skepticism... because that lowers the barrier to actually partner with you.

Ask yourself: What are the risks that your prospects are worried about? Why are they jaded about the offer you're making?

Step 6: Encourage Action

The sixth and last piece of your elevator pitch is your call to action. Essentially, people want to be led. They want to be told what to do next.

Figure out what what you want to tell them as the next step. It should feel logical so that people feel this makes sense, and will depend on the context (whether you talk to them in person, on your social media etc).

Ask yourself: What's the next best step for them?

Example Pitches

[PROBLEM] So many people struggle with low energy, brain fog & stubborn weight — but they go about it the wrong way! [SOLUTION] That’s why I’m so passionate about helping people reset their metabolism, so they can finally reboot how their body uses energy... and finally lose weight without diets or constant exercise. [VALUE] It's delivered as a convenient group program with built-in accountability, delicious recipes and amazing self-care routines. [CREDIBILITY] On average, people lose 20-45 pounds over 10 weeks and the best part, they keep it off! [RISK REVERSAL] Unlike the diets you may have tried before, this is about sustainable lifestyle changes... and I am hosting a free 5-day challenge so you can learn about the foundational pillars why it works. [CTA] Want to get started?

Where Can You Use Your Elevator Pitch?

  • Website: You could put a short elevator pitch video on your homepage or About page. Or add it to the Thankyou page after optins.
  • Facebook Group: Expand or repurpose your elevator pitch as a video in your Facebook group.
  • Social Media: Introduce your practice and then proceed to your elevator pitch so people can opt into your mailing list and go through your marketing funnel.
  • Personal Interaction: Obviously use your elevator pitch when meeting people in-person at conferences, events or workshops.

Next Steps

So if you enjoyed this content, please…

If you want other practitioners just like you to be able to access this information, this knowledge, make sure to use the share buttons below to share it with someone that means the most to you. Remember, as practitioners, it’s our job to help more people understand what we do, allowing us to evolve the future of healthcare.

Uli Iserloh
As one of the leading marketing strategists in the integrative/functional medicine space, Uli Iserloh has been advising many of today’s leaders on marketing strategy and marketing technology for over 23 years — helping health practitioners increase new patient enrollment predictably… even if they cringe at selling, hate to be on social media 24/7 or have never run paid ads. Uli Iserloh is on a mission to equip health & wellness professionals to consistently pre-educate prospects into patients… largely on autopilot. After 10 years in the pharmaceutical industry, he founded Big Boost Marketing, an award-winning digital marketing agency serving many of today’s Functional & Integrative Medicine leaders. He’s the host of the Getting To YES podcast as well as the co-creator of the Evolution of Medicine Practice Accelerator.


Our team is here to take care of your marketing strategy and technology, so you can focus on what you do best... helping patients create optimal health and resolve underlying issues.

As a trusted partner for many practitioners and organizations (like the Evolution of Medicine and the Institute For Functional Medicine), we know exactly what you need to create a consistent stream of patients.

Meet Our Team »


Practitioners need to leverage technology so they can spend their precious time with only those prospects that are ready to work with them in a 1-on-1 relationship.

That's why we developed our proprietary framework to help you attract, nurture and convert the right prospects into patients leveraging patient pipelines, text message marketing and detailed tracking.

Learn more about our approach to patient acquisition »


Unlike other web designers, our team has deep expertise so you don't have to explain what you need build... why not tap into our team's collective insights from working with many of today's top practitioners?

We have a proven all-in-one technology framework that replaces close to a dozen softwares such as ActiveCampaign, Clickfunnels, Calendly, Teachable, Kajabi, LeadQuizzes and more.

Get your technology gameplan »
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram