PO Box 37
Arlington, MA 02476




While my wife sleeps in, and against my better judgment, I pour the banana cinnamon chip pancake batter directly onto my new, pre-heated, un-greased griddle, wait for the bubbles, then try in one swift move to get the spatula under the pancake.

It works perfectly.

No mess.

No fuss.

Light and fluffy golden brown pancakes.

Which is only strange

Because I’m expecting a gloppy mess

Even though everything about the griddle screams non-stick.

Turn out, I’ve never trusted non-stick.


I always use butter.

Or, if I’m in a particularly health conscious mood, Pam.

Apparently I fear pancakes sticking to the griddle.

So even when a griddle claims non-stick.

I don’t believe it.

And here’s the kicker.

With this griddle

Non-stick obviously works


Yet I’m still nervous every time I go to flip a pancake.

And it gets me thinking about your Elevator Pitch.

Because a lot of people don’t trust their message

Even when they see it working.

They give their Elevator Pitch.

Get a great lead.

And convince themselves never to use that approach again.

If something works,

Stick with it.

Trust your customers.

Especially when they tell you why they signed up with you.

Even if you don’t want to believe them.

Because whatever grabbed their attention.

Will grab the attention

Of other people like them.

What are your customers telling you?

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