Quick-Pitch Cheat Sheet
Posted on July 16, 2012 by Michael Berry, One of Thousands of Business Coaches on Noomii.
Do you have your quick-pitch (elevator pitch, phone booth pitch, stadium pitch) tuned up, loaded and ready to fire?
You’ve got about a minute, maybe 90 seconds to get your foot in the door. Do you fall into the trap of pitching the features of your product or service, or are you armed with the strategy to take that prospect deep into their needs and how you can solve them, playing on the benefits of a relationship with you?
Some tips to get you started:
Clear, succinct statements
Quantify their pain and the potential gain from a relationship with you
Clear contrast – with you/without you, before and after
Defined target audience at a specific price point
6 statements x 15 seconds = a minute and a half to make your pitch
Here’s a sample script outline.
SIEZE THE MOMENT
“Hi, I’m (your name) from (your company)…”
- Opening WOW statement
- Make a stand and get into your pitch
VALUE PROPOSITION
“We know that businesses in your industry are challenged by…”
- Quantify their PAIN
- Monetize their GAIN
UNIQUE SELLING PROPOSITION
“What set’s us apart is…”
- Compare to competitors product/service
- Contrast with doing NOTHING
TARGET MARKET
“Our ideal customer is…”
- Size, employees, revenue
- Geography, demographics
CASE STUDY
“One of our customers has…”
- Proof, credibility
- Be specific, quantify impact
FOLLOW UP
“I will call you Monday…”
- Set expectation
- Tie it down with follow up email
TIPS FOR POWERFUL PITCHES
- Open with a WOW that gets their attention
- Build your pitch with sound bites: 10-20 seconds each
- Use the language of your prospect
- Focus on WHAT rather than HOW
- Quantify value – using <em>their</em> measures of success
- Articulate what makes you different
- Keep it succinct (3 min max)
USE MEMORY “HOOKS”
- Contrast – before and after the purchase
- Stories – relevant customer endorsements
- Stand out from the crowd
- Entertain and stimulate action
- If your product is technical, use a 10-30 second
“context” statement as an introduction, so the prospect is
sure to understand the relevance of the product/service
A truly great quick pitch increases their heart rate. It speaks to them about who you really are and excites them about your business. It has integrity. What is it about your business that really motivates you? Incorporate that and watch the results..
Create it. Practice it. Pitch it.
About the Author:
Michael Berry is an entrepreneur who has been involved at various levels of ownership in 23 different franchise and private brands, all of which achieved multimillion dollar sales revenues. Now in private consulting, he has helped hundreds of clients to grow their companies quicker, faster and smarter utilizing proven methodologies.
Schedule an executive briefing by contacting him directly at michael@breakout-consulting.com
or by visiting http://www.breakout-consulting.com and completing the contact form.
The initial consultation is free, and you’ll receive a complimentary 12-point growth plan customized specifically for your business.
