Don’t Let Your Pitch Be a Conversation Killer

Whenever people ask you what you do, your response should be a quick, succinct description of your services and value, covered in the time it takes an elevator to move a few floors. You may not have your audience for longer than that, and even if you do, their interest may wane quickly.

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Comments (1)
Matt does a great job in outlining the key components to include in your pitch as well as what to avoid. He also included is a solid example.

As with any prospecting or promotional endeavor, we have to remember to go past the logic part of the brain (neo-cortex)just stating facts and features and into the heart of the brain (limbic system) by stating benefits. When you can successful touch the heart of the brain where the prospect makes decisions you gain the ultimate advantage of progressing the relationship. A simple way to do this is whenever you mention a fact or feature is to include the phrase - "what that means to you" or "the benefit to you is..." As the Chief Marketing Officer of your practice you must be able to help the prospect create a favorable emotional experience of why they must do business with you. To be able to do this you must know clearly what your irresistible offer is how it benefits your ideal client and why you do what you do.

Matt gives great advise around "effective ambiguity." Very powerful concept. I would love to read more about that.

Thanks,
Machen
Posted by MACHEN M | Monday, May 06 2013 at 1:08PM ET
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