Suppose you are the head of sales for a new self-driving car company and you seek mass adoption for your product, would your pitch center on its potential for increased productivity or its guarantee of increased safety? That is the marketing question the self-driving car industry will have to answer in order to succeed, as noted in a recent WSJ article. We’ll leave the auto industry execs to work that one out, but the notion of just what is the right pitch to use to sell ideas, services and products applies to whatever you present as well. What is the right pitch?
What It’s Not
The right pitch is not a string of features. Why buy us? Because you get streamlined processes, faster reporting, smarter insights.
The right pitch is not a basket of boasts. Why buy us? Because we know your industry, we have really smart people and we have all these clients who love us.
The right pitch is not a self-serving judgment. Why buy us? Because we do it better.
What It Is
The right pitch first gives your audience what they value. Why buy us?
Pitcher Throwing Baseball Towards Batter
- Because we can get cash into your hands within 24 hours.
- Because we can help increase retention of your best employees
- Because we can help you avoid getting hacked.
- Because we can help triple your sales within three months.
- Because we can provide you with 100% qualified leads
How you do it, why you are qualified to do it, and proof that what you offer works are obviously important, but the reason people will listen to all that is because you have first identified the key value to them of working with you. Without that hook to kick off your presentation, your pitch will just become a lot of noise.
Anne Miller
Make What You Say Pay!
Check out presentation by the winner of Fortune Magazine’s “Unicorn Idol” competition. Natalya Brikner did a top notch job of presenting a complex product in front of the world’s top technologists in a very limited time.
our Presentation/Demo Skills/Story?Call today: Turn information that tells into an experience that sells. 212-876-1875 amiller@annemiller.com