Developing a KILLER PITCH that works
For most people this is one of the most difficult subjects to work out on your own and then speak out loud in public, especially for the English who have a complete aversion to show casing and shouting about how good they are at what it is they do, because we often feel others will think we are braggarts, when the truth is that unless you communicate WHY you are good at what you do Why will people feel compelled
to BUY from you….
Bizarrely a killer pitch isn’t the same as a sales pitch, a killer pitch tells people why you do what you do and why you are the go to person and organisation for what it is that you do. A killer pitch immediately hooks people’s imagination and feelings, making them feel compelled to want to come to you to find out more, the old fashioned sales pitch is what happens after and just ahead of the close.
In today’s fast paced hyper-competitive world it is absolutely crucial to your income and overall success in business that you are able to differentiate your offering from the noise of your competitors if you are to win the business that will create for you extraordinary success.
So how do you develop ‘your’ killer pitch?
If you think about it, your killer pitch is in absolutely every communication you have with the outside world, it’s on your business card, stationary, flyers and website, describing what it is that you do and why you do it, you use it at networking events, in your 60 second intro and is the answer to the “What do you do” question and of course it is in every conversation you’ll ever have with a potential client.
If you’ve ever been to a networking event you’ll know that people’s pitch’s range from ‘the highly polished sales pitch’, to the guy who can’t work out what he does, to the characters who do half a dozen things!!.
The thing is
How many can you remember for being really interesting to you?
How many did you think to yourself, “I need to talk to this character some more” because…. not many right.…
The reason of course, is because their pitches do not resonate with you and so do not compel you to want to find out more and buy in. So what about yours…
The Polite response
How do you respond when someone says to you:-
I save people (money, time blah blah,blah)
I protect peoples (financial futures, houses, businesses)
I Help people (do, build, shrink, grow)
We….(do this or that)
Chances are you politely say “that’s interesting’ or “oh how long have you been doing that”?, when in reality really you have no real interest to learn more, while the other person is thinking great you look like you might actually be interested in what they are selling…
The truth is that other people are probably thinking the same about you which is why a polite response is worse than a no because it leaves you thinking it might be a possible sale, this has a huge potential down side as you may end up wasting time and energy on someone who has not really bought into you and what you do.
When someone reads or hears your pitch, you want to get a positive charged emotion that results in action….. They know immediately that they will be doing business with you or that they never will, absolutely no grey area. The more confident you speak about what you do and who you do it for the easier it and faster it will be for you to succeed in your business.
Begin with the big picture
The foundations of all of the truly great pitch's start with the big picture of what a person believes and wants to achieve.
I have a Dream – Martin Luther Kind
One finds limits by pushing them. – Herbert Simon
You must either modify your dreams or magnify your skills. – Jim Rohn
Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time.
Winning is habit. Unfortunately, so is losing. – Vince Lombardi
The foundations of your pitch is in the ‘WHY’ you do what you do, if you think about it you go out to buy a service but you choose the people you do business with based on how and why they do what they do…