Are you selling or pitching your business?
I was watching Pitch and Polish a programme where entrepreneurs pitch and polish their pitches on Television the other day. I couldn’t help but notice that the intentions and thinking entrepreneurs pitching to investors have should be the same those selling anything should have.
If you are preparing to go to pitch your business to investors you would want to anticipate possible questions. Preparation, thorough preparation is the true art of war. Don’t you dare go to war unprepared you would be thoroughly embarrassed in your defeat.
One question the presenter asked on the programme as I watched was: ‘What is my risk if I give you the money you are asking for?’ A brilliant question to anticipate no doubt.
Come to think about it. It’s all about money right? It doesn’t matter it’s the investor’s money or the customer’s money. Money is money. Don’t you just push your own agenda think for a second, maybe more. What is in it for the other side? Without preparation, without anticipating questions, without empathy success in sales is difficult. You ought to walk in the shoes of your prospects for a mile. Isn’t this the question every prospect is asking all the time? What is the risk if i give you the money you are asking for? Show do not tell that there is no much risk to the buyer.
When someone ponders to buy from you they are pondering an investment. Any customer who buys from you is not itching to throw money away. They want value in return. So whether you are selling or pitching, worry about the return on investment. You cant sell what has no value. If your product has a higher value than what you are asking for it, it can be bought. Sales take place when value is compared. This is the heart of pitching successful offers. Show do not tell, that the value you offer is more than the money you asking for.
So concentrate on adding and showing value. Sales of any form is about a comparison of value. Sales won’t take place if value is doubted or not understood.
Written by Aubrey Mavhuli
Chief Copywriter Supervaluecopy
Would you like me to speak on sales, copy writing or marketing in your organisation? Do you have a marketing promotion you would like copy written for? For a lead generation copy writer contact me.
on +27 733250405
By Aubrey Mavhuli