a single source, nothing corroborates it
Name the buyer by the problem, not the job title
Describe who you serve by the thing currently going wrong for them rather than by company size or role. Then compress the pitch to a minute carrying four things: the problem, the concrete result, why you can do it and why now.
The method
- 01
Compress the pitch to what you could say in about a minute, and make it carry four things: the problem, the concrete result, why you can do it, and why they should act now.
- 02
Name the buyer by the problem they currently have, not by their job or company size.
What it returned
Welsh's example replaces small business owners with ecommerce owners who are losing sales to abandoned carts.
Sources
- The $1,000 Weekend ChallengeJustin Welsh · justinwelsh.me · Saturday Morning: Craft Your Pitch · 2024-08-24
the second source
Three plays a week, for the phase you are in
No roundup of links, no news. Three tactics more than one builder arrived at separately, with the numbers each one returned and the disagreements left in.
More in sales
- Charge for it before it exists6 unconnected
- Book the buyer calls before you write any code6 unconnected
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- Interview customers when sales stall, not buy traffic5 unconnected
- Borrow credibility from the customers you have5 unconnected
- Keep a named list of dream accounts and work it5 unconnected