There are three ‘Who’ questions you must answer when planning your pitch:
- Who Are You Pitching To?
- Who is Your Service Aimed At?
- Who Are You?
Every pitch is individual and reflects these three aspects of your business.
1. Who Are You Pitching To?
Your language, manner, and appearance will affect your pitching success rate. People judge you within 3 seconds. You haven’t even started your pitch and the potential buyer has already decided whether you are worth listening to.
That might not seem fair, but you do the same.
We all form working judgements of everyone we see based on hairstyle, clothing, body language and voice. We adapt those judgements with each new perception: You might get a rough idea about someone from their clothes, but then modify that when you hear them speak.
You need to reflect the client’s values to succeed. Store sales staff are often dressed more casually at the weekend because clients are less likely to be in office attire.
2. Who Is Your Service Aimed At?
Different people have different needs and you cannot meet all their needs. Some people are a poor match for your service; that’s life. Accept it and move along to the next individual.
If you go to buy a car, the salesperson you deal with will listen to your needs, decide which car best is the best match, and only then make his pitch.
If you have multiple products or services you need to listen and pitch the one that the client will find most useful.
3. Who Are You?
Nobody enjoys dealing with a robot. People prefer to buy from people they like. You must be yourself in all your business dealings. Let prospects get to know you.
That means that some clients aren’t going to bond with you, but even they see you are someone they respect.
Never be afraid of being yourself, of injecting your personality into your pitching conversation. If someone wanted to buy from a robot, they would be on Amazon. Let your reason for being there shine through – Why are you pitching?
Mistakes to Avoid
Pitching needs to be face-to-face. Even over the phone, it is too easy to miss the prospect’s non-verbal messages because all you have is tone and rhythm to go on.
Never, ever pitch on social media because nobody wants to hear it. Twitter, Instagram and Facebook contacts are not your clients and have zero interest in your services.
This is why you need to meet prospects in person and why real-world contacts are so important.
The Short Version
Each pitch is unique – Different people have different needs and will respond to you in different ways.
The secret is to know your product inside-out and back-to-front so you can find the aspects that will appeal to the prospect.
It’s all about the client, and you need to focus on how you can solve his or her needs.
If you are an entrepreneur, founder or small business owner you will know how it feels to be constantly re-inventing the wheel each time you encounter a new problem. MaXXers.com is a group of people similar to yourself who have met the problem you are having and have overcome it. What’s more, they are happy to share their experience and to help you.
There is a training workshop in Cork where you will get all the help you need to sharpen your pitching skills. It is happening on 4th October 2017 and will benefit any business owner.
Fill in the form below and join the MaXXers support community.
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