Yes, I know this is the one area which a lot of businesses, and individuals have that ‘scare moment’ with.
I would like to share with you how I helped one healthcare professional, overcome the fear of pitching her business to end users… even though she could cope with disabilities, which would make the rest of us humble and insignificant.
“Will I be found out that I don’t understand how to pitch for toffee, and I can’t make a good impression straight away”
This is the statement put to me by a lady that manages a mobility solutions company. I had to think about how this person, who is an expert in solutions, could now become an expert in developing a “kickass” pitch.
This is how the conversation went...
"This is why you need me (I did smile broadly)… to get you comfortable with the understanding of sales and business development, and for you to understand that sales is not scary, but a fun process which your business needs. Pitching is just being confident in who you are, and what you do.
You know what you need achieve, and you know what you would like to achieve, but do you know how much you can achieve??" (now she smiles broadly)
"In sales you need to have an elevator pitch, that will grab attention within the first handshake, or within the first few moments on the telephone or by email. You have approx. 6 to 8 seconds, yes seconds, to make an impact, and to keep an interest in you."
"Keep the explanation as simple, but as concise as possible – You have all heard of “KISS” and not the puckering up kind!!
Keep It Simple Stupid – you need to be able to make the message unique, memorable, and above all compelling enough for your customer to want more."
As the conversation went on, this professional smiled at me and looked at me and said “Thank you! This is such a simple message that I can understand” another grin, and one very happy customer.
Pitching is in simple terms… educating your customers on what you do, in a manner that makes the information attractive, and leaves the customers wanting more.
People like to buy, but hate to be sold to. They will buy off people they feel comfortable with, who are sincere, and who can give added value to the sales they are pitching.
Pitching is also about how you sound, how you look, your body language and your confidence, not only in you but also in your service/product. This confidence will come across into your pitching.
Keep rehearsing your pitch and talk to yourself in the mirror – like any good actor… they rehearse and rehearse to get the part right, and that’s exactly what you need to do.
You are unique, you have a wonderful product, and you are now in the position to talk a great pitch, which is simple, to the point and above all generates interest in the first few seconds.