How to Craft the Perfect Pitch
- Sales doesn’t happen by accident; It’s strategic.
- Double your closing rates through what she’s going to share
A pitch does NOT:
- teach action steps to apply
- Teach why the product is amazing
- Overview the product
- Tell them how to actually do it
- A good sales presentation will tell make them think to themselves I’m doing everything wrong
What you SHOULD (and shouldn’t) do:
- Use a lot of visuals (not too much text on slides)
- Relate on level 1 (don’t talk “expert”)
- Increase pain and sell them on their dream (don’t teach them)
- Be strategic and use data (don’t just go off what you think)
- Make it conversational (don’t talk “at” them)
- Always be trial closing (ex: are you guys getting this?), don’t ask “no” questions
The Perfect Pitch
- Prequalify
- Attract the customer that you want (right demographic, age, income bracket, etc)
- The qualifiers for “the perfect customer” should be everywhere (marketing, webinar titles, ads, etc).
- This can be done in variables such as: their identity, their wants, their #1 obstacles, and their failures e.g the 3 secrets to losing weight while having a demanding career …
- Consider factors like their demographic, lifestyle, and career
- Consider what they want the most. e.g endless leads, to scale their business, passive income, weight loss, etc
The Set
- Assume their identity.
- Make assumptions about who they are that aligns them with who your best customers are
- Give borrowed confidence (e.g. I love working with people like you who are action takers! Or You’re serious about investing in yourself and are ready to take that next step or I love that you’re not afraid to invest in your business like other people)
- The free gift hook
- give them a reason to stay// what’s in it for them? Secure their attention and incentivize them
- Extract their pains & dreams
- reveal their pain, reveal their goal, reveal their why (why do you even want that?), reveal their dream (how would your life look different?)
- Story mirror
- mirror your story to theirs (what pains/dreams are in your story that they could relate to?) Always speak on their level
- Conversational trial closes
- have you ever felt like this? Have you ever thought that
- Edify personal & group successes.
- Always make your success seem attainable to them
Overcoming Objections
- Expose the truth about the #1 objection
- External: the thing they blame and use as an excuse to not do it (I can’t afford it)
- Internal: their belief around their ability to do it (I don’t have time; i’m not a camera person)
- Vehicle: they don’t believe that’s the right way to get there (I don’t believe in sharing equity in a business or I can figure it out all by myself or I believe everything should be done in-house)
- Make their objection their number one problem
- E.g. I know there are a lot of scams out there..
- Tell a story or an analog
- We remember stories better
- Tell the correct strategy to use
- E.g find a weight loss professional to help you collapse time and avoid unnecessary pain, struggle, and failure
- You don’t sell them here, you’re just addressing objections. You want the idea to come to them on their own
- Do what you actually want to do (e.g. eat what your body needs but also what you’re going to enjoy)
- You can’t be the coach and the player at the same time
- Break down their belief that they can do it themselves
- When level of accountability goes up, the level of results go up
- LET ME ASK YOU A QUESTION… DO YOU WANT MY HELP?
- Ask permission (can I share some testimonials/pictures/etc from some others who have done this program and succeeded?)
- Mirror testimonies
- Don’t just pick your best testimony, pick the testimony that they can best relate to (they don’t care about what they don’t relate to)
- Highlight parts of the story they’ll relate to
- Don’t use videos; use social proof if you have it
- The identity shift
- Separate “us” from “them”
The Stack
- Solutions to each pain you exposed
- Named according to its solution
- Described by its use case, not function
- Has a visual, showing its use case
- Always include a free bonus (make it amazing)
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