Comment testez-vous et affinez-vous votre argumentaire éclair en fonction des commentaires et des résultats?

Do you remember your first few sales? I do. But, let's rewind even further, back to the many days before those sales, when all I saw were crickets. Yes, crickets! Why? I had missed a crucial piece of the puzzle: understanding my customer. I was trying to sell to everyone and, in the process, reaching no one. I didn’t know who my customers were, what they wanted, or how they preferred to shop. Then I started researching, learning, and most importantly, listening to my potential customers. With this knowledge, everything changed. Our messages became focused, our solutions relevant, and our products started flying off the shelves! It was like the customers had been there all along, waiting to be seen, heard, and understood.

I think a lot of successful pitches depend on the advance planning for the 30 second scenario. Think about what you would say, 2-3 bullet points, and understand that it's only the start of the deal so don't try to monazite every second of the interaction

Market research starts with markets. What are markets? People. "Soylent Green is people" (!!!) and so are markets. So pitch to people. Pitch to everyone. Pitch to the mailman. Pitch to the pets ("Mr. Fuzzypants, isn't it true that this has everything to do with me and you? Don't you agree it's time for REAL CHANGE in our kitty litter experience?"). Pitch to the walls. Pitch to yourself, God, Nature, and the fencepost. That's how you get a natural-sounding, free-flowing pitch that seems effortless. It's like my teachers told me about playing guitar: practice, practice, practice. "Hard work makes it look easy." -James V. Quirk

Oh, hey Bob! Good to see you. What have I been doing? Oh, you know, the usual, just living the dream and trying to make something of myself while I'm still a spring chicken at 50. Anyway, I'm glad you asked what I'm doing, Bob, because it might actually interest you. Remember that eye issue you have with bright light, and how you're never satisfied with your sunglasses? Turns out I'm manufacturing eco-friendly hemp-based plastic lens covers to instantly make any pair of plain prescription glasses into stylish UV-blocking polarized shades. Yeah, it's pretty cool. I'll keep you posted for sure, and if you know anybody that might like to help me with this, be sure to send them my way. Thanks, Bob, and have a good one. Hi to the kids!

I believe that "elevator pitch" is an amazing and real life opportunity, so practice practice practice talking to people in an elevator! I know it sounds crazy, but you can start with a simple hello and general conversation. The first step to delivering an elevator pitch is having the courage to break the ice

💡 You can learn the most by analysing yourself. That's how to practice your delivery. Focus on recording and learning from your practice sessions. Your smartphone is all you need. Most practise their presentation by rehearsing the text in their heads. Some do it out loud, but don't record it. Heartbreaking waste. Watching yourself is the best and most critical feedback loop. By watching your practice sessions, you can see what would really make your presentation better. Both in terms of message, and lecture. You can use those lessons directly in your next presentation. And become better step by step. 💡 Nobody likes endless practice and adjustments. So don't waste time. Practice and improve in a way that works best.

I found that rehearsing in a staged environment doesn't prepare you for the real deal, which is actually speaking in an elevator. Sounds crazy, but spend some time riding the empty elevator and practicing. At least you'll be conditioning yourself in a familiar environment when the time comes to make your pitch for real

After you've practice-pitched to everything harmless, it's time to ratchet up the risk level and escape that comfort zone. "Fool, efface yourself, that's the phrase that pays!" -JV Quirk Find somebody "important" and pitch to them. If you choke, don't get discouraged. Just find the choke point, fix it, and keep pitching. "Persistence vs resistance is the plan that goes the distance." -JV Quirk

Make sure you know your subject in depth. If your pitch garners their interest, they will ask very specific questions. Try to anticiparte them. And respond accordingly. Follow up to pitch examples: How soon can you deliver? What’s the budget? Can I see a deck? What’s the ROI? What is your CPM?