Each time a client comes on board with Forrest Marketing Group we start with a strategy session and begin by asking:
What is your value proposition?
What makes you different?
What is your pitch?
We are amazed by how many people in business are unable to explain, simply and clearly, what they do and how they help their customers. Too many simply repeat buzz words, clichéd phrases and vague, generic pitches.
Generating real interest in your product or service begins with an effective pitch and should cover off the following
Problem – What problem does your product or service solve? What pain is your ideal customer experiencing?
Value – How does your product or service deliver value (i.e. results in terms of dollars, time or quality)? In even simpler terms, how do you help people or businesses?
Credibility or Authority – What can you say to a prospect that will demonstrate your ability to deliver value? How can you support your claims? What evidence do you have? How have you delivered value to others?
Your Difference – How is your business, your product or your service different? How is it better than the potential alternatives? What’s your unique selling proposition? (Hint – it can’t be the same thing your competitors promise.)
Action / What’s next – After you’ve delivered your pitch, the only action you require from the other person is an agreement to continue the conversation, either immediately or at a later date. The best way to achieve this is by offering something rather than asking. Once you give something to someone, in a spirit of real generosity, they’re more likely to open up to continued interaction.
For us, the pitch is critical. It is the starting point in our strategy sessions with new clients. Our understanding of your pitch then becomes the foundation of our calls ensuring we have the most effective conversations possible with your prospects.
As an example – here is our pitch:
“Forrest Marketing Group helps businesses take control of their sales process and increase revenue through building a sustainable sales pipeline. We do this by generating leads, finding new sales opportunities as well as reconnecting with existing prospects.
Last year 92% of our clients acquired new customers as a direct result of our sales and lead generation services. For every $1 they spent with us they generated $14.10 revenue.
Over the last 5 years our clients have reported closed sales totalling over $42 million
Selling on the phone is all we do. We have the specialist expertise to help you begin a host of lucrative new business relationships. We help you build a sustainable sales pipeline that will bring in sales today, tomorrow and into the future.
I would be happy to share with you what some of our clients have to say.”
What is your pitch?
Does it articulate a core problem that your target customers have, that your product or service can solve?
Does it explain in simple language how your product or service delivers value?
Does it provide an example of how you have delivered value to others?
Does it encourage the other person to continue their conversation with you?
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