Everyone is always selling something to someone. In every encounter, conversation and business deal. Today’s tip includes information on how to seal the deal with a potential new client, deep pocket investor, cranky customer or a skeptical journalist that you want to inspire to write a story about you and your company.
Help them Deliver on Their Promise
Understand that the audience that you are presenting your pitch to isn’t really interested in you or your success – they care about their success. Even in the process of collaboration, emphasize how your strategic partnership will help them deliver on their promise to their audience or their pockets.
Listen carefully to what your audience is concerned about. Take notes right after you meet. Analyze anything that is ambiguous and try to understand where that person is coming from and what their biggest fears might be.
Keep in Positive & Powerful
- If you are creating a presentation, pack it with powerful photos, illustrations and visuals.
- Remove all bullet points, boring jargon and far reaching promises.
- Appeal to all of your audience senses. Taste, touch, smell, sound and sight. This will make your presentation much more memorable.
Personalize your pitch
- Personalize your pitch to the exact needs of your audience. Think about what they want to hear and speak specifically to their desires.
- Identify the problems you will help them solve and create real solutions that offer true value.
- Answer the questions – precisely how are you going to make them money? and
- What do you bring to the table that will make their life truly easier?
Emphasize your experience
- Emphasize your experience, expertise and knowledge and give impressive examples of your recent accomplishments. Connect the dots and show your audience how this experience will help you master solving their problems.
- Place the spotlight on your creativity and ingenuity.
- Show strength in the areas where they believe you may fail. Which leads to . . .
Padding your weaknesses
Bring in an advisory board (experts) to back you, wherever you believe you may appear weak.
Be Prompt and Persistent
- Know exactly what you want and ask for it, but remember to leave room for negotiation while being incredibly prompt, persistent and inexhaustible in your focus.
- Creating a sense of urgency can backfire. Nobody wants to feel nervous or anxious or worse yet, forced into a decision. However you should move swiftly or miss out on the opportunity altogether.