What is a Shark Tank-style elevator pitch?

It's a short pitch that opens with your name, company and ask, then covers the problem, your solution, proof of traction and how you'll use the money, ending with a clear invitation to invest.

How long should an elevator pitch be?

A true elevator pitch is about 30 seconds, roughly 70 to 80 spoken words. A one-minute version, around 140 to 160 words, suits open casting calls and pitch events.

What should you include in a one-minute pitch?

Include your name and ask, the customer problem, your solution in plain words, a quick demo cue, a hard proof point such as sales or retailers, and a specific use of funds.

Should I memorize my pitch word for word?

Memorize the structure and key numbers rather than every word. That keeps the delivery natural and makes it easier to adapt if you're interrupted.

A Shark-Tank-Style Elevator Pitch Template (Fill in the Blank)

Shark Tank pitches follow a familiar shape for a reason: it's an efficient way to tell an investor who you are, what you sell, why it matters and what you want. The same structure works for an open casting call, a retail buyer, a networking event or a quick conversation with a potential investor. Below is a fill-in-the-blank template in three lengths, a worked example, and tips for making it sound natural rather than memorized.

A quick timing note: most people speak somewhere around 130 to 160 words per minute. A 30-second pitch is roughly 70 to 80 words; a one-minute pitch is roughly 140 to 160. Time yourself out loud, not in your head.

The building blocks

Every version uses the same six blocks, expanded or compressed as needed:

Hook and ask: who you are, your company, and what you want.
Problem: the frustration your customer feels.
Solution: what your product does, in plain words.
Proof: sales, customers, retailers or other evidence.
Business model: how you make money and what it costs.
Close: restate the ask and invite them in.

The 30-second version

Use this for networking, an email intro or the first moments of a conversation.

Hi, I'm [NAME], founder of [COMPANY]. We make [PRODUCT] for [CUSTOMER] who [PROBLEM]. Unlike [CURRENT ALTERNATIVE], ours [KEY DIFFERENCE]. We've sold [SALES OR UNITS] since [LAUNCH DATE], and we're raising [$ AMOUNT] to [SPECIFIC USE].

The one-minute version

Use this for an open casting call, a pitch competition round or a buyer meeting. ABC's open call instructions for Shark Tank ask applicants to prepare a pitch of about one minute; see how to get on Shark Tank.

Hi, I'm [NAME] from [CITY], and I'm the founder of [COMPANY]. I'm seeking [$ AMOUNT] for [%] of my company.

Continue with:

Problem: "Every [CUSTOMER] knows the frustration of [PROBLEM IN ONE VIVID SENTENCE]."
Solution: "That's why I created [PRODUCT], the [CATEGORY] that [WHAT IT DOES]."
Demo cue: "Let me show you. [ONE-SENTENCE DEMO]."
Proof: "Since launching in [YEAR], we've sold [$ OR UNITS] through [CHANNELS], with [KEY METRIC: repeat rate, reviews, retailer]."
Close: "With your help, we'll [SPECIFIC NEXT MILESTONE]. So, who wants to join us?"

The two-minute version

This is close to a full Shark Tank opening. Add these blocks to the one-minute version:

Origin story (2 to 3 sentences): "I came up with [PRODUCT] when [PERSONAL MOMENT]. After [NUMBER] prototypes, we launched in [YEAR]."
Market (1 sentence): "[CUSTOMER GROUP] spend [$ OR BEHAVIOR] on [CATEGORY], and most options still [GAP]."
Unit economics (1 to 2 sentences): "It costs us [$] to make, wholesales for [$] and retails for [$]."
Use of funds (1 sentence): "Your investment will fund [ITEM 1] and [ITEM 2]."
Why a partner (1 sentence): "We need a partner who can help us [RETAIL, LICENSING, SCALE MANUFACTURING]."

A fully worked example (hypothetical)

Here is the one-minute template filled in for an imaginary company:

Hi Sharks, I'm Jordan from Denver, founder of TrailPaws, and I'm seeking $120,000 for 12% of my company. Every dog owner who hikes knows the frustration of carrying a soggy, heavy water bottle and a separate bowl. That's why I created the TrailPaws Flask, a lightweight bottle with a fold-out bowl that clips to any leash. Let me show you: one squeeze fills the bowl, and the leftover water flows back in. Since launching in 2024, we've sold $310,000 through our website and 40 independent pet stores, with a 4.8-star average rating. It costs us $6.10 to land, wholesales for $14 and retails for $29.99. With your help, we'll fund our first national chain order and a second color line. So, who wants to join the pack?

Check the math: $120,000 ÷ 12% = $1,000,000 valuation, about 3.2 times $310,000 in sales. The founder should be ready to defend that multiple. Run your own numbers in the valuation calculator.

Examples worth studying

Real pitches show how founders compress a product into a single, clear idea. Eyewris, reading glasses designed to be worn on the wrist, closed a deal with five Sharks in Season 14. Sleeping Baby, the Zipadee-Zip wearable blanket, closed with Daymond John in Season 6. Bag Bowl, which holds a snack bag open like a bowl, closed with Lori Greiner in Season 4. CordaRoy's, bean bag chairs that unfold into beds (Season 4), and Bambooee, reusable bamboo paper towels (Season 5), both closed deals with Lori Greiner and are other examples of products whose core idea fits in a sentence. Wurkin Stiffs, magnetic collar stays, closed with Barbara Corcoran and Daymond John in Season 2.

A good test: could someone describe your product in one sentence after hearing your pitch once?

Practice drills that work

The one-breath test: say what your company does in a single breath. If you can't, simplify.
The stranger test: pitch someone outside your industry and ask them to repeat back what you sell and what you're asking for.
The interruption drill: have a friend cut in with a question halfway through, then pick the pitch back up smoothly.
The cold start: deliver the pitch with no warm-up, first thing in the morning. That's closer to real conditions than your tenth rehearsal of the day.

Tips to tighten your pitch

Cut ruthlessly

Remove adjectives that don't add information ("amazing," "revolutionary," "innovative").
Replace general claims with specific numbers.
Delete any sentence that doesn't move the listener closer to yes.

Make it sound like you

Memorize the structure, not every word. Know your blocks and the key numbers; let the connecting phrases vary.
Read it out loud and change anything that feels awkward to say.
Smile on the problem and slow down on the numbers.

Prepare for the follow-up

A great pitch earns questions. Make sure you can answer the ones that will inevitably follow, using the questions Sharks always ask and Know Your Numbers.

Pitch checklist

Element	Included?
Name, company and ask in the first 15 seconds	Yes / No
Problem described in one vivid sentence	Yes / No
Product explained in plain words	Yes / No
Demo or visual cue	Yes / No
At least one hard number (sales, units, retailers)	Yes / No
Cost, wholesale and retail price (two-minute version)	Yes / No
Specific use of funds	Yes / No
Clear close	Yes / No
Timed out loud at the target length	Yes / No

Adapting the template for different audiences

Audience	Emphasize	Swap the ask for
Investor	Traction, margins, growth plan	Dollar amount and equity
Retail buyer	Sell-through, margin for the retailer, marketing support	An opening order or a test in a set number of stores
Casting producer	Story, demo, personality, clear numbers	Why your pitch would make a great segment
Potential partner or distributor	Fit with their customers and capabilities	A pilot or trial agreement
Lender	Cash flow and ability to repay	Loan amount and repayment plan

The building blocks stay the same; only the emphasis and the ask change. Keep a master version of your pitch and trim or extend it for each conversation.

Common template mistakes

Starting with the backstory. Put the ask and the product first; the story can come later.
Listing features instead of benefits. "Made of food-grade silicone" matters less than "never leaks in your bag."
Vague proof. "Customers love it" means little; "4,000 reviews averaging 4.7 stars" means a lot.
An ask that doesn't match the numbers. Check your implied valuation before you say it out loud. See how valuation works on Shark Tank.

For the full presentation structure, including demos and Q&A strategy, read How to Pitch Like a Shark Tank Winner.