Nir Zavaro describes the trailer pitch, a sales model borrowed from movies. Start with a 30-second hook, then spend 2.5 to 3 minutes proving your point and building curiosity. The goal is to make people lean forward and think "That makes sense," not pressure them to commit.
When we go to the movies, and I love going to the movies, and we sit at the theater and before there's the trailers. The trailers is a concise 2.5 to 3 minutes pitch to make you want to go see that movie when it comes out in the summer. At the end you say, I wanna go. You haven't committed, you haven't given them money, you haven't promised anything. All you said is, I'm interested, I wanna know more. And that's why I called our pitch the trailer pitch. So basically what we're trying to do now is instead of building the Heels journey and you're sitting like this with your arms and you're waiting, convince me. Sell me. I'm saying, no, I— let's make you as the audience say, wait, what? How do you do that? And then you lean forward. Psychologically in sales, now you are interested. Now you're open to hearing the arguments of the why that works. So 30 seconds is the hook, 2 and a half minutes to prove your point. And at the end you say, you know what? Makes sense.
How to gain more clients with AI? The customer journey is your opportunity: updated AIDA model +R
