Single-Minded Proposition

Only pitch one thing! You can provide options on that one thing ie. full payment, deposit, payment plan or simply a chat with you about the thing but only pitch one thing. When people have options, they need to think about them. Avoid asking people to think, just give them one thing to buy.

Clarity Of Value 

You would have heard this before “a confused mind doesn’t buy”, make sure you articulate the value clearly. Help your customer understand why this and why now. Explain as succinctly as possible what they are buying and how it works. Leave no room for confusion.

Certainty Of Price 

Be certain when you are sharing the investment. Remember, this is an exchange of value and you must showcase that the value they get is more than the price they pay. Not only must you demonstrate this but you must feel it. Humans are intuitive creatures, if you don’t feel worthy of asking for money, people will be hesitant to pay it.

Details, Details, Details 

What details do you need to share? Think about the commitments. If you’re selling a program for example, be detailed about how it is delivered.  The times, the dates, the platform. Put yourself in the shoes of your customer and think about what questions you would ask. Then, answer them.

Emotional vs Rational Brain

Humans make all of their decisions based on how they feel and then rationalise with what they think. Emotions come from the Lizard Brain (the limbic brain) this part of the brain can’t process logic or thought. So, when we are communicating with our future customers we must encourage them to feel, not just think. A great way to do this is through storytelling. A good strategy for this is to follow and rational decisions like price, dates, times with case studies or testimonials.

Simplicity 

Make it as easy as possible for your customers to commit. Be ready with a registration link (if you’re online) or a payment option if you’re live in person. The less friction there is between the decision and the actions the more likely you are to make the sale.

Practice, Test and Measure 

This one is self-explanatory! Practice your pitch, practice it often, and practice it on as many people as possible. They don’t have to be your potential customers. When you practice, you get instant feedback. You know if it “landed” or not. Test different ways of doing everything and measure the results. It takes time, but it is worth it!

Conclusion

Remember, we are always pitching. When you’re asking your friends to go out for dinner when you’re encouraging your kids to do something they don’t want to when you share your ideas on how to solve a problem. Pitching and selling is something we do every day. So, don’t fear a no. Embrace the uncomfortable and get out there. Because on the flip side of the sale isn’t just money. It is an opportunity to make a difference!