With people being so stressed, overwhelmed, and distracted right now, being able to efficiently use the short window of your prospect’s attention is more critical than ever. That’s why our new guest is Chala Dincoy, the CEO and founder of the ‘Repositioning Expert.’ She helps companies with their messaging, particularly with their elevator pitches.
In this interview, you can learn more about:
- Common pitching mistakes
- ‘Celebritization’ of yourself
- Revisiting the messaging
Common Pitching Mistakes
People often talk about themselves because that’s what they are comfortable with, that’s what they know. However, your prospects don’t want to listen about you and your business, instead they want to hear how your product and service can help them. The secret is to immediately start talking about them. Your pitch needs to be relatable, and it has to resonate with your prospects, to make them care, or you will lose their attention.
The way out of the comfort zone is positioning yourself as a specialist, not a generalist. You can find out from the market what your super-niche should be and what are your pain points that you need to solve.
Pitch like a celebrity, so nobody cancels on you! It’s all about visibility, and due to the current situation, it mostly refers to an online kind. Make your target audience see your face all day. Become familiar to them, let them get to know you, use all available online tools and channels to deliver your message. Some people are comfortable doing this in person but freeze in the online world. It’s crucial to get over that fear because it’s harder than ever to get and keep somebody’s attention.
With today’s economy and growing competition, your value is in being different and being visible with that difference, but the difference needs to be about their pain. It is a matter of owning it and showing it to your audience every day.
Revisiting The Messaging
Everyone will have to change to survive. The world and the customers are dynamic, so you have to continuously look at your messaging and marketing. It is wrong to stick with what you have and hope that everything will go back to how it used to be. Your messaging needs to be where your customers’ heads are, and it needs to focus on them and their priorities. A level of humanization also has an impact, because people are now very vulnerable and stressed, so they look for that human element.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.