Posted: Tue 10th Aug 2021
We tend to deliver our “Personal Pitches” when networking in our business communities and other times in everyday life. It works in basically any situation when you’re explaining what you do.
I want to start by emphasising that it is the emotional side of the brain that decides whether someone is going to buy from you.
It all hinges on whether your potential client knows you, likes you and trusts you.
When it comes to making a techy purchase like a car or TV you tend to assess the purchase logically but, even then, the final decision is an emotional one.
So, when you're delivering your “Personal Pitch” the know, like and trust factor has got to be present.
When I delivered mine as an Instagram Live pitch to my community, I was sat in my garden, not really caring that I had scruffy hair, with a glass of champers, because I was embracing all of those things. I embrace those things because I know that it's the emotional side of your brain that's going to prefer to watch me over the logical, rational side.
If I was trying to tap into logical thinking I would’ve been sat trying to be all perfect at my laptop, pretending I'm in the office, but instead I was in the garden enjoying myself.
Have confidence in what you’re saying
Now, when you deliver your “I am” or your “I help” statement, the first thing you’ve got to be aware of is that it has to sound like YOU believe it!
You have to deliver it in a confident and compelling way. You have to sound totally committed to who you are and what you do. Because only then will your audience feel that compulsion to move forward with you.
So if I said to you “Hi I'm….I'm Rachael, I'm a sales…well I guess…I’m a sales and business coach and I help...I help...probably...coaches…” if I sound like that, you’re going to think “erm does she even know who she is or what she does?!”.
When I actually introduce myself I say: “Hi, I’m Rachael. I’m a sales and business coach. I’m based in Devon in the UK. And, I work with online coaches and online experts to really help them to grow their business. I help them to do that by building out their business model, packages, pricing, getting their sales and marketing right and helping them to win clients.”
Now practice your version of that.
Adjust your pitch for your audience
I don’t read my “Personal Pitch” verbatim. If I did it’d sound wooden and fake and no one's going to believe that either!
Say it from the heart and with confidence.
Who is it that you help? What do you help them with? And what is the result?
So the formula for your “Personal Pitch” is usually something along the lines of…
“I help [insert job title] to achieve [insert the result that you deliver] so that they can [insert emotional outcome or financial gain].”
So if you’re a mindset coach, you’d say…
“I help female entrepreneurs to achieve the mindset that they need to help propel them in their business.”
To use another example, when I’m talking to clients about my Online Sales Confidence Accelerator, I can confidently say that “I help online coaches to achieve sales success so that they can win their first or next five clients.”
Now admittedly, it’s harder to define the immediate financial outcome if you’re something like a Mindset Coach or Leadership Coach. In that case, you’ll need to really nail and define what the emotional outcome is for your client in a tangible way.
So, I’m going to ask you, what tweaks do you need to make to your “Personal Pitch”? Are you starting from scratch? Or does it just need refining?
Send me a message by connecting with my Enterprise Nation profile if you want to share your “Personal Pitch” and get some advice.