Don’t Launch Right into Your Pitch

In initial conversations with prospects, we often feel compelled to launch into our pitch, whether from a place of nerves or because of our audience’s response (or lack thereof). Resist this impulse in the following ways…

1. Frame the conversation upfront. Set agreements and expectations; outline what's going to happen and at what time.

2. Have a go-to question to get them talking. It could be as simple as “What specifically compelled you to respond to our outreach?” The more you talk, the less control you have in the sales process, so get them talking.

3. Save some points for the next conversation. You don't have to cover everything in the first interaction; you just need to know that you're in the right place talking to the right people, having the right kind of dialogue. There will be further opportunities.

4. Know your plan for when they ask about pricing or next steps. Decide if you’re going to talk about pricing upfront, if you’ll send information to them as an immediate follow-up, or whatever way you plan to close your initial conversation. If you know what’s going to happen next, so will they.

Overall, remain vigilant about rooting out ambiguity. Be abundantly clear, in control, and patient—don't launch into your pitch right off the bat. Play it cool.

Onward.

Tom

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