What's In A Pitch?
When I began my sales career many years ago (when dinosaurs roamed the earth) I had no idea of what a pitch was let alone how to craft and deliver a pitch that compelled people to act.
If you’re struggling with getting appointments, talking to decision-makers, and getting people to attend your seminars and webinars then I recommend that you take a good hard look at your pitch. A compelling pitch gets people interested in you and your ideas.
As far as I’m concerned, your pitch is the most important piece of the sales process! Without it you’ll find yourself struggling with the same problems over and over again until it drives you insane.
Let’s first take a look at what a pitch is.
A pitch is a short explanation of your offer, usually 2-3 sentences in length.
The idea of a pitch is to give your listener a quick synopsis of:
- Who you are
- What you do
- How you help
Here’s the secret of a great pitch: it must be so compelling that it makes your listener want to know more so they act on your offer!
A pitch must deliver the answer to the question :
“Here’s what you will be able to do as a result of my product/service/presentation that you currently can’t or won’t do.”
I have an arsenal of different pitches that I employ regularly. But I started by mastering one.
Develop one great pitch then another then another over some time. Before you know it you’ll have pitches available for different kinds of people and situations.
A great way to hear some terrible pitches in action is to attend networking events where attendees stand up, introduce themselves, and give their “elevator” pitch. It never ceases to amaze me that people who attend networking events on a regular basis never create a great pitch.
Think about it: you have a great opportunity to let a bunch of people know what you do in a networking event. Grade yourself by keeping count of how many people remember you out of everyone there and who comes up to you later to find out more about you and your offering.
Here’s one of my pitches so you get an idea of how yours should look and sound:
“Hi everyone, I’m Tom Ricciuti. I have a product that offers double your money back if you don’t earn an extra $2,000 over a 30 day period. To determine if it’s right for you please see me after this event. Thank you!”
This pitch answers all 3 questions quickly and creates interest:
- Who I am (Tom Ricciuti)
- What I do (I have a product)
- How I help (I help you make more money)
A great pitch will help you:
- Get “gatekeepers” on your side
- Get you to decision-makers faster
- Help you get more appointments
- Give you the frame you need
- Get attention
- Keep attention
- Create desire in you and your product.
Find out how good (or bad) your pitch is: