16 steps to an irresistible sales pitch
TRANSCRIPT
It doesn’t matter how good your product is
if your prospects are unaware of it
HOOKthem in
Tap into prospect’s deepest emotion
HURTSPush where it
Use the customer’s own words to describe their problems and frustrations
WOUNDAdd salt to the
Describe the impact the problem has
on your prospect
SETThem up
Point out the problems with rival solutions
Analytics tools will not tell you why your visitors aren’t buying, subscribing,
calling… this is where most businesses get stuck, and stay stuck. --CrazyEgg
“UVP is a single, clear and compelling message that states
why you are different and worth buying.” –Steve Blank
BETTER WAY!There’s got to be a
Hot fresh pizza delivered to your door in 30minutes or it’s free (Domino’s).
Not More Numbers, But Actionable Metrics (USERcycle).
Try this: End result your prospect desires + specific period of time
+ remove objections
In plain language, as simply as you can, explain exactly how
your service works. No buzzwords. No jargon.
PROMISEDeliver on Your
Grab our FREE workbook
Generate irresistible content for sales presentations, landing pages, explainer videos... Yours free at j.mp/SalesCanvas
Give your prospect a glimpse of your secret sauceWhat makes you unique?
YOUR GENIUSDazzle them with
Make the value as explicit,
concrete and as quantified as you can
VALUEShow them the
If pictures are worth a thousand words, then credible customer testimonials are worth even more
EVANGELISTSBring out your
Every single prospect is anxiousabout making a purchase.
FEARSUnearth your prospect’s
REASONS TO BUYTurn objections into
Objection Counter argumentFinancial: will I get my ROI (return on
investment)? How fast this will happen?
Facebook gives companies a 22% lift in ROI.
Product-needs risk. yes your product may
work for xyz, but will it work for me?
Outline the features of your product in detail. Give them a free trial
Competitor risk: fear of choosing the wrong
option.
Virgin has no problem detailing how their service is better than that of Sky, to great effect.
Compatibility risk: how does your solution
fit into the way your prospect works today?
Emphasize a minimal, if any, impact on your prospect’s business.
MONEYShow value for
Headspace app anchors their price
by comparing it to 2 daily lattes.
ANCHORSet up an
BUSINESSAsk for
How clear is it for your prospects what they should do next?
How can you ensure
your customer
doesn’t bail out?
TOO EARLYDon’t celebrate
REPEATExperiment. Iterate.
GROWTH TURBINEfor your company
A series of free 5 five-minute videos for busy entrepreneurs:
5 hard learned lessons on building a growth engine for your company. Yours free at
j.mp/GrowthTurbine
Build a