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Video Elevator Pitch: A “sell yourself” class exercise. Larry DeGaris University of Indianapolis. Personal Marketing Plans. Popular student project for marketing classes Hunt and Mello (2015) integrate a personal marketing plan into each chapter of their marketing textbook:

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Video Elevator Pitch: A “sell yourself” class exercise


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    1. Video Elevator Pitch:A “sell yourself” class exercise Larry DeGaris University of Indianapolis

    2. Personal Marketing Plans • Popular student project for marketing classes • Hunt and Mello (2015) integrate a personal marketing plan into each chapter of their marketing textbook: • “students will learn the elements of the marketing plan in the context of marketing the most important product or brand of their life: themselves.” • Selling is arguably the most important component in the execution of the plan

    3. Video Resumes • 1-2 minute video summaries of professional qualifications • Growing in usage, especially in fields related to digital technology and communications • Offered as a professional service: www.viewyou.com • Well-suited for sales careers because of the importance of non-verbal cues

    4. Major League Soccer National Sales Center • Centralized sales training for the league • Receive sales training • Conduct actual sales campaigns • Day-to-day mentoring • Produced 130 hires for 19 teams from 15 sessions

    5. MLS National Sales Center Application “It is strongly recommended you include a video elevator pitch in your application. Be sure to state: • Your Name • Your School • Graduation Date • Why you are PASSIONATE about soccer and sales”

    6. Video Elevator Pitch Assignment • Upper-level sports marketing class • One-minute video: Why soccer? Why sales? • All students were required to make a video, regardless of their personal experience in soccer • Post video on YouTube • Provide link on learning management software • Allow resubmissions

    7. Benefits • Self-paced • Students get to practice • Social • Students can see previous videos as well as each others • Practical • Can be used in actual job searches • Additional content for social media (LinkedIn) • Two students submitted applications and were accepted into the program

    8. Examples • MLS has applicants post videos on YouTube so dozens are online • Melanie: 1st example provided by MLS, now training participants in the program • https://www.youtube.com/watch?v=hoKztt13WEg • Current example: • https://www.youtube.com/watch?v=q-9GJoAMVE4 • UIndy grad successfully completed program: • https://www.youtube.com/watch?v=G5gxUg4_TiQ

    9. Evaluation Criteria • Interpersonal skills and non-verbal cues (Leigh and Summers, 2002) • Pace • Avoid “uptalking” • Make eye contact • Smile • Dress appropriately • Salesmanship and technical knowledge (Rentz et al., 2002) • Clear and compelling statement of personal brand • Salesmanship: Don’t talk yourself out of the sale • Close: make a call to action

    10. Adapting to Other Classes/Students • Why sales? • “Product sampling” for students seeking sales careers • Why this career? • Relevant outside of sales • Why me? • A “Personal Personal Selling Plan” regardless of major

    11. Questions Larry DeGaris University of Indianapolis DegarisL@uindy.edu