Engage Like It’s Foreplay
Stop treating your pitch like a monologue. This is a conversation, not a TED Talk. Ask questions, get them talking, and weave their answers into your pitch. Make them feel like they’re in the driver’s seat, even though you’re the one holding the map.
Picture this: instead of droning on and on about your product’s features, you’re having a dynamic, back-and-forth exchange. You’re not just talking at them; you’re engaging with them. Start with open-ended questions that get to the heart of their needs and challenges. “What’s been your biggest hurdle with your current solution?” “How do you see this fitting into your long-term strategy?” These questions aren’t just fillers—they’re keys to unlocking what truly matters to them.
As they share, listen—really listen. Nod, take notes, and respond thoughtfully. Show that you’re not just waiting for your turn to speak but that you’re genuinely interested in what they have to say. This isn’t just a sales tactic; it’s about building a real connection.
Now, take what they’ve told you and seamlessly integrate it into your pitch. “I hear you’re struggling with X. Here’s how our solution directly addresses that.” Tailor your responses to reflect their specific concerns and goals. It makes your pitch feel custom-made just for them, not some canned presentation you’ve given a hundred times before.
By engaging them in this way, you’re subtly guiding the conversation while making them feel like they’re in control. It’s like letting them steer the car while you quietly ensure you’re headed in the right direction. This approach not only makes your pitch more compelling but also builds trust. They’ll walk away feeling heard and understood, which is half the battle won.
So, ditch the monologue. Make your pitch an interactive, engaging dialogue where your prospect feels valued and involved. When they’re actively participating, they’re more likely to buy into what you’re selling. And that, my friend, is how you turn a pitch into a partnership.
Speak Human, Not Robot
You’re not in a sci-fi movie, so cut the tech jargon. Explain things like you’re talking to your favorite aunt who still thinks “the Facebook” is the new hip thing. Clear, simple, and relatable wins the day.
Imagine this: you’re at a family dinner, and your favorite aunt—let’s call her Aunt Marge—asks you what you do. Aunt Marge still thinks “the Facebook” is cutting-edge tech. How do you explain adtech to her without her eyes glazing over? That’s exactly how you should approach your pitch.
Ditch the acronyms and buzzwords that make you sound like a character in a bad sci-fi flick. Instead, break it down into simple, everyday language. If your solution helps companies target their ads better, say that. “We help businesses show their ads to the people who are most likely to buy their stuff,” is infinitely more relatable than “We optimize programmatic ad placements to maximize ROI.”
Use analogies and stories that Aunt Marge can relate to. “It’s like how you get different catalogs in the mail because you bought something similar before. We do that, but online, and way more precise.” Keep it straightforward and concrete. If she can understand it, so can your clients.
Remember, clarity is key. The goal is to make them see the value of your product without needing a translator. When you strip away the jargon, you make room for genuine understanding and connection. Clients are more likely to trust and invest in something they truly understand, rather than something that sounds like it came out of a technobabble generator.
So, next time you’re about to dive into a sea of tech terms, pause and ask yourself, “How would I explain this to Aunt Marge?” Clear, simple, and relatable communication isn’t just a nice-to-have—it’s essential. When you speak human, not robot, you make your solution accessible, and that’s what seals the deal.
Question Everything
Instead of spewing out facts and figures, ask the right questions. This turns you from a pushy salesperson into a trusted advisor. Plus, it’s a sneaky way to steer the conversation where you want it.
Think of it this way: anyone can bombard a client with stats and charts, but it takes finesse to ask questions that reveal the client’s deepest needs and challenges. Start with open-ended questions that get them talking about their pain points and goals. “What’s your biggest challenge right now?” “How do you see this fitting into your long-term strategy?” These questions show you care about their specific situation and are here to help, not just to sell.
By asking the right questions, you’re doing more than just gathering information—you’re guiding the conversation. You’re subtly steering them towards realizing that your product is exactly what they need. It’s a bit like leading them through a maze, with each question helping them navigate closer to the solution only you can provide.
Moreover, this approach builds trust. Clients appreciate a partner who listens and understands, not just a talking head rattling off stats. When you engage them in a meaningful dialogue, you position yourself as a consultant, someone who’s there to help them succeed. This relationship is far more valuable than a one-time sale.
And here’s the kicker: when you ask questions, you’re also controlling the pace of the conversation. You’re not rushing to close the deal; you’re taking the time to explore their needs thoroughly. This thoughtful approach often leads to deeper insights and stronger connections, making the eventual pitch all the more compelling.
So, stop with the fact bombardment. Start asking questions. Get them to open up, and you’ll find yourself not just selling a product but becoming an indispensable part of their team. It’s the sneaky, smart way to turn a pitch into a partnership.
