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How to ‘Pitch’ Your Pitch

Industry Insights by LGI

Much like a batter in baseball who is awaiting a pitch, your client knows your pitch is going to come at some point. The trick is to make it easier for the client (and yourself) by giving your client a ‘verbal wind up’ so they are prepared for it. When they can ‘see’ the pitch coming they are more tuned in and listen more closely. As such, your client tends to better understand and evaluate your offer which in turn, reduces sales resistance in the form of smokescreen objections. Of course, what it really does is increase your odds of making the sale.

Here’s a nifty little way to position your presentation and your close: tell your client that you’re going to pitch them before you pitch them.

So, like a pitcher on the mound, the idea is for you to go through a routine so that your batter (client) know the ball is about to be thrown. The verbal wind-up is easy and consists of two elements.

Part I: Summarize & Verify

First, summarize the client’s situation and pain points that you uncovered in your questioning phase, and then verify the summary to ensure that the client agrees. For instance,

“Sandi, let me summarize your situation as I understand it. You indicated that _______ (list your findings). Is that correct?

Part II: Tell Them You’re Going to Pitch

Second, literally tell the client you’re going to pitch them by using this trigger phrase:

“Okay…based on what you’ve told me here’s the pitch …<pause>.

Use these precise words. Because it uses the baseball pitch metaphor, it tends to sound a little more casual and easy-going; less business-like. This tends to reduce buyer anxiety and makes the client a little more receptive to your message. Be sure to pause for a second or two so your client can digest the thought. Then present your product offer and ask for the sale or appointment.

Too Simple?

Don’t be deceived by the simplicity of the technique. The verbal wind up is one of those persuasive and influential phrases that work exceedingly well in any situation, particularly in telesales.

Not only does your client benefit from its use but you do as well. For most reps, there is a degree of anxiety at the moment of closing. It stems from a variety of reasons not the least of which is the fear of rejection. Using the pitch as a quick preamble to your offer and close often helps relieve the anxiety. It removes the pretense of ‘selling.’ It provides an easy-going, no-nonsense method of letting the customer know what’s coming next. They know. You know.

Give it a shot!

By: Jim Domanski, Consultant to Lead Generators International

Tyler Dawson

President, LGI Sales & Marketing Group Inc.

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What Customers Have to Say

Maria Deotto

We wanted to secure appointments with the C-suite engineering executives at various companies across North America. Our pitch was technical and complex, and we needed a lead-generation partner that could very quickly understand the technical nature of the services we provide. LGI successfully achieved in all critical areas, including sourcing a call list, designing and producing marketing collateral to support the campaign, providing daily reports, and getting us meetings with engineering executives who were interested to hear our pitch.

Posted on Google

May 2022

Robert Eisses

We retained Lead Generators International (LGI) to spearhead a major expansion of our dealer network. LGI was tasked with building a prospective dealer list; creating compelling scripts and emails; making the required cold calls to introduce our company to prospective dealers; get dealers interested in our products; qualify interested dealers; and then forward those leads to our sales team…

Posted on Google

Dec 2021

Jalal Jetha

Lead Generators International (LGI) was contracted to set qualified appointments for the principals of our company to meet with business owners seeking private equity or to exit their business. Our experience working with LGI was excellent! LGI over achieved in all critical areas. They were extremely responsive to our requests, were strategic in their planning and execution, and set numerous qualified appointments…

Posted on Google

Sep 2021

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