Fran from Kiss to Sell flips the standard pitch: lead with the prospect's problem, not yourself. Ask what they actually need, then show how you solve it. Works better at networking events because people care about themselves, not your credentials.
Chapters
Hey there, it's Fran from Kiss to Sell, here to give you some more sales lovin' and teach you how to love sales and selling too, even if you hate it secretly or not so secretly. Look, I recently wrote an article for the Australian Businesswomen's Network, and I'll pop a link on the website when I put this video up. But I just wanted— been thinking, it's made me think. And the article was about what everybody in sales knows about WIIFM, or what's in it for me. It's the radio station that everybody listens to because everybody wants to know what's in it for them. So look, there's some great tips in the article, but it just made me think when I was working with a client and how people talk about their business. So here's some tips for you about your pitch. And a pitch is just a way that you talk about your business when you're first introducing it to someone. So perfect for networking and those Christmas drinks. So, um, listen up. I've got 3 pointers for you. The first thing is please don't just rabbit on about yourself. People don't care how long you've been in business or what you specialize in unless it is relevant to them. So what I do is start with a problem, and let me give you an example with Kiss to Sell. So when I'm in a networking situation, I would say, I teach people who hate sales how to sell, and I get a really good lean-in factor from that. So people who are really interested in that, they go, oh my God, I need to talk to you. So how can you make it about them What's in it for me, and not about you. Secondly, once you get that lean in, then ask them. Oh, okay. So instead of again making it about you, make it about them. Find some questions to ask. Oh, what have you tried with sales? Are you a business owner? You know, dig into understanding what it is that made them interested in that statement in the first place, and what you're doing is. Uncovering what it means to them. So the 3rd step then is to make what you do not just to talk about it as if, you know, hi, I do this, but to make it relevant to them. So you say, oh, that's really interesting that you said XYZ because I help people just like you do that via this medium. So, they're my 3 tips for you. 1, turn your pitch upside down, talk about them first and their pain. 2, ask them some fantastic questions. And 3, make whatever you say relevant to them. What's in it for me? Over and out, kids. Go out there, have some festive drinks, and have one for me. Cheers.
