There’s a big difference between running your own business and selling it to your audience. Unfortunately, too many entrepreneurs stagnate because they don’t know how to pitch themselves properly.
With the right pitch, you can fill up your launch by being genuine about the value you offer. Our job is to show people where they can improve and why, and this post will help you do that.
What is a Pitch?
A pitch is different from a call to action. It is a methodical and purposeful explanation of the actual offer.
We want to present your offer in a way that your audience understands. They need to understand who the proposal is for, what it can do for them, and the value.
When you’re selling one-to-many or on live video, the pitch is critical. However, you label it. It doesn’t have to be perfect, but it’s just going to fall flat without the correct positioning, affecting the number of sales you get.
Our goal through the perfect pitch is stacking all of the cards in our favor. Easier said than done, I know but stick with me.
In the simplest terms, your entire process should be creating an easy path to purchase. The pitch is just the next step of the journey, on a path connecting all of the content you offer for free to the actual product or service you’re pitching.
Above all, pitching is a skill, so you shouldn’t feel discouraged just because you have had some very unsuccessful attempts. Once you get to that level of clearly articulating the value of your offer, you will see an immediate improvement.
Why Do We Need Pitches?
Each person needs to go through their psychological buying process when making a purchase. What they need and how long they take to make a decision will vary from person to person, and as you keep working, you will realize that.
That challenge shouldn’t be discouraging to you as a business owner. On the contrary, it is an opportunity to be there for your customers at every step of the journey. That’s why we are always there, offering tremendous value and encouraging them to make that next decision.
Of course, we have to make that sale quickly in a launch because it will be over before we know it. We want our pitches to inspire motion and light a fire under people. Our content needs to be strategic, but this post will focus on the pitch for now.
You will learn how to make your best pitch and convert every “maybe” into a “yes,” and possibly even a couple of “no”s. But, of course, there is a limit to how far even the perfect pitch can take you because it is an invitation at its core.
Not everyone will accept it, and that’s okay. We’ll still be there to guide that customer if they change their mind.
The Mindset Behind Your Pitches
Every one of your pitches should reflect your absolute conviction and belief in your offer. It is an opportunity to demonstrate your leadership through your sales conversions.
If you have a problem and are serious about solving it, people need to know that, and they will see it through how you present yourself. Believe in your offer down to the depths of your heart, and it will lessen the struggle of making sales.
Just having that energy alone is going to be 100x more effective than it would have been otherwise. You can even screw up the structure and miss a few beats, but it won’t matter because the conviction carries the message.
People are going to be uncertain about their decisions, especially when it comes to investing in themselves. That’s just human nature. So in our pitch, we want to replace that uncertainty with certainty.
Let them borrow some of ours. Let your audience borrow some of our beliefs and how much we believe in them.
You can’t go wrong when you pitch from your heart. So, yes, we’ve nailed down a systematic process that works better and all that. But if you’re doing one thing, just pitch from your heart.
The Strategy Behind Your Pitch
In our pitch, we are allowing our audience to understand the value of the purchase.
So we have to articulate that value clearly because that supports the logical decision-making that goes into making a purchase. People like to get a good deal.
There’s often this massive disconnect between the actual words we’re saying and how they are received. We are good at what we do, and we know we can change lives, but we struggle to articulate the value for some reason.
A large part of that is because marketing and selling is an entirely different skill set. It is our job to improve at that so our audience can understand our value.
It doesn’t matter how good or fantastic your offer is if your audience doesn’t understand. Your pitch will help your future clients understand the gap between where they are now and where you can take them.
You have to show people what is missing. You’re the expert, so you should show them exactly how to achieve the ultimate transformation they’re seeking.
What To Tell People In Your Pitch
Basically, in your pitch, you are going to tell them what they don’t know. So be blunt and tell people where they are failing because that’s your job.
If you let people walk away from a launch thinking, they have everything they need, shame you because you know they don’t.
So first, we have to create the gap, and then we have to bridge the gap. And that’s where we go into what your offer is, what it does, and what it can do for your audience.
The next step is showing them the return on investment, and no, this doesn’t have to be about money. The ROI is in the eye of the beholder.
If you can’t wrap your head around the return on investment for your product or service, they won’t either.
If they don’t make a change, what’s at stake? People don’t know what they don’t know.
Then the last step is to create pressure. And this is where people start to feel like a used car salesman, which shouldn’t be the case.
The fact is that you have to create pressure because people don’t buy unless you give them a reason to.
One of the most natural ways to do this is through opportunity, by actually getting them excited about making the change they want.
Here is where you paint them the picture, and you let them know that the sooner they get started, the sooner their life can transform. But, then, you want to lay out what that journey will look like for them. So this is going to hit both the emotional and the logical pieces of the brain
Your pitch is just an invitation, so people will just put it off if we don’t give them a reason.
Repeating Your Pitch
Your pitch will be in social media posts. It’ll be in live videos and your emails. Or at least some pieces of it will be.
You’re going to go through a highly systematic pitch one time and then repeat different pieces of it. Why? Simply because people need to hear it over and over again, or they’ll never come back.
It is just another step in the psychological buying process, and if you genuinely believe that someone is better off inside your paid offer than not, it’s your job to show them that.
All human beings want the opportunity to change their story, and we’re going to shout it from the rooftops.