How do you balance information and emotion in your pitch?

When selling a service, speak in outcomes. Buyers are buying the outcomes your service can help them realize. Match those with challenges your prospect may be experiencing. Emotion can be expressed when communicating case studies and value your clients have received from working with you. I always remind my clients, and myself, when selling - we never want to get to a point in the process where we sound like we're trying to talk someone into working with us. Ultimately, what we have to offer makes sense, or not.

Find decision maker The real usually hidden character Find out what they want Many don’t really know what they want, you need to asses it. Give it to them, if your offer can satisfy them.

Starting with a success story from a leading figure in a similar industry captures attention. It provides a roadmap of proven success, helping the audience identify their challenges and visualize solutions by drawing parallels.

tell a story. A story can help you capture your audience's attention, engage their emotions, and illustrate your data. A story can also help you convey your vision, mission, and values, as well as your personal journey and motivation. We all have our own journey but end of the day we all need respect & recognition.

What I Love about this dance of balancing information and emotion when "pitching or presenting" is that there is no "right" answer. One of my mentors gave me great advice. When we would have our first sit down with the client or prospect, we would ask them, "what would you like to get most out of this meeting or presentation?" 9/10 times we understood where we needed to direct from that point based on listening and understanding what the prospect said. They key is putting our agenda aside and listening to what the audience or prospect is really trying to achieve by meeting with us. From there we could balance things well.

Simplicity is under rated! No one needs over complicated information that will have them questioning their own capabilities .. As sales people we have to empower our customers with information that will help them be the champion in the organization and add value to the end business goal. Less is definitely more ..

Begin with a captivating fact or question to grab attention. Describe the issue briefly, emphasizing its significance with a touch of emotion. Present your solution, emphasizing its benefits, and how it can positively impact people. Offer a quick statistic or example to back your solution's effectiveness. Connect your pitch to your audience's values and beliefs. End with a strong, concise call to action, urging your audience to take the next step. Remember that in a brief pitch, every word counts, so craft your message carefully to ensure a well-balanced mix of information and emotion :)

Important note: your meeting should start with your client or potential client's goals, and initiatives.... 99% of the time it's all about you & your company background slide. Client's don't care. Show how you can help them solve their goals & challenges. This should also have a story behind it to thread throughout.

A pitch is like sharing a gripping story: concise yet impactful. Start with the "why" – the issue at hand. Ask them questions and understand what is the current challenge. For example, if their team's efficiency is lagging, tap into that concern. Introduce your solution as a bridge to a better outcome. "Imagine a world with increased productivity and fewer drawn-out meetings?" End by illustrating the brighter scenario your solution ushers in. Rather than delve in with details, guide them on a journey where your solution shines. Simplicity sticks.

Use facts, not opinions. This is tough to do but practice makes perfect. For example: Instead of "Trust me, we are the best" use "We have a 5 star review and I have never met an unhappy customer". Once you get used to presenting facts, you can make a statement about how that makes you feel. For example: "I take pride in our customer service. My team knows to never leave the job site without checking in with the customer first. We have a 5-star review and I intend to keep it that way."

Being honest and transparent with customers is crucial for building trust and maintaining strong customer relationships. Use clear and simple language to convey information. Ensure that all information you provide to customers is accurate and up-to-date. If you make a mistake, admit it promptly and take responsibility. Don't oversell or make exaggerated claims. Be sincere in your communication with customers. Authenticity goes a long way in building trust. Remember that honesty and transparency should be core values of your business, and they should permeate every aspect of your customer interactions. Building trust takes time and effort, but it's essential for long-term success and customer loyalty.

Feel like your pitch is falling on deaf ears? Time to shake things up. Grab your storyteller hat. Paint a vivid picture of the problem. Use real-life scenarios, relatable challenges. Make them feel the pinch. Now, bring in your solution. Make it the hero, the game-changer. Show how it swoops in, solves the problem, changes lives. Wrap it up with a memorable conclusion. Impress upon them the transformation, the 'after'. Let them see the difference, let them want that difference. Shake up your pitch, leave a mark!

Remember when a story moved you — it had relatable characters, challenges, and a resolution. Similarly, when pitching, incorporate a narrative. It could be a client's success journey or a transformative experience you've witnessed. Begin with the dilemma, "A startup, much like yours, struggled with outreach." Introduce the intervention — your solution. And conclude with triumph, "Today, they've tripled their client base." Through stories, not only do we share information, but we also evoke emotion, making the pitch unforgettable.

The outline here is great. Making it about a specific person or company, or a customer you can directly speak to and own that story is much more powerful than something you're not attached to. Also consider building your own success stories or at least meeting internally with the account exec or person who knows the story well so the emotions can come through along with 2nd & 3rd tier details and questions that may follow.

Storytelling is like a secret weapon for success. Here are the reasons why it's so effective: 1. Emotional Connection: Stories tug at the heartstrings, forging a real connection between you and your audience. 2. Concrete Understanding: Stories take those complex ideas and turn them into something relatable and understandable. 3. Memorable Impact: Stories stick around in people's minds, ensuring your message isn't easily forgotten. 4. Overcoming Objections: Stories can anticipate and address objections, helping to build trust and credibility. …

I have to agree that visual aids will definitely increase interest to any pitch. The saying " A picture speaks a thousand words" is valid and truly under rated. Visual aids makes complex ideas / pitches easier to understand, not forgetting the emotional aspect of it that helps bridge the emotions with your readers.

Trully , visual aides goes a very long way to assist in convincing the audience that the services / product is what they really need

Visual aids such as product demonstrations, videos, and infographics can make your sales pitch more engaging and easier to understand for your potential customers

I'm a firm believer in simple but interesting visual slides - minimal text! It shouldn't take away from your words but cohesively allow the client to connect the dots and comprehend your words through strong illustration of your story.

I've utilized infographics, fliers, or even showy screen-shots from SaaS to help drive home particular features. It's always good if you can effectively hit all the A/V senses when doing a presentiation: a well spoken and relatable pitch (auditory) and a PPT deck or videos that really serve your bullet points (visual). When adding in visual aids, really consider: what is this serving in the point I'm trying to make? Does it grab attention in the right way?

Powerful stats around communication: Body language: 55% of communication Voice tone: 38% Spoken words: 7% It's not just what you say, but how you say it. Back to above, when you OWN the stories and they are your own clients and you're excited about the product, it should show through. Only sell a product that you truly believe in.

If you don't authentically believe in your solution, you will never close a deal. Make sure you're working for a product/solution you truly believe in. The only way to have the proper enthusiasm and confidence is to truly believe you can help your client. Otherwise, you're only playing the short game and may close one deal - but will not create a partnership that can last a lifetime.

If am not enthusiastic about what am about to sell and do not have confidence in them , my audience will not see how it will benefit them

How can you expect the customers to go on this journey with you if you, yourself, are not excited about what you are pitching? That's not to say you are overeager but more that you have a confidence and excitement in the actual benefit your product and service will bring to the customer. I really like to be relatable as well, to note come across like a "used car salesmen." You want your customer to feel like you are already part of their team based on your cadence. Social mirroring isn't always called for, but you can bet that if you are reflecting sentiments that build trust, your pitch will go farther.

You must genuinely believe in the value and benefits of what you're selling. If you're passionate about your offering, your enthusiasm will naturally shine through in your pitch. Knowledge is a foundation of confidence. Ensure that you are well-prepared and knowledgeable about your product or service, your industry, and your competition. Anticipate questions and objections, and have well-researched answers at the ready. Rehearse your pitch multiple times to become comfortable with the content and flow. Practice in front of a mirror, record yourself, or present to colleagues for feedback. The more you practice, the more confident you will become.

I feel emotion is always a good way to start the pitch and break the ice which will come from prior research about your client, and once both you and the client get comfortable throw in your pitch and it's definately going to work. In my experience 80:20 ratio of logic vs emotions will always work.

Cut the fluff. Talk less, listen more. Your audience has a story. Hear it. Adapt. Sell value, not features. Be real, be bold. Win trust, boost sales.

One should research about the audience as well as it helps to connect better. Adding a name rather than Sir or Madam can change the perspective of your audience. Also its easier to break the ice if you know about your audience

Engaging your audience during sales is crucial for capturing their interest, building rapport, and ultimately converting them into customers. Understand Your Audience & Use Storytelling. Storytelling can be a powerful tool to captivate your audience. Show genuine interest in their concerns and offer solutions that address their specific issues. Limited-time offers, exclusive deals, or promotions can create a sense of urgency, encouraging potential customers to take action. Share testimonials, reviews, and endorsements from satisfied customers to build credibility and trust. Also, Appropriately incorporating humor can lighten the mood and make your sales pitch more memorable.

As Dale Carnegie said, find a way to connect with someone on a personal level first. You can do this with a hobby you share, a sport you see memorabilia of, or how your a parent too. Read the room and use clues to break the ice and start on a personal level, then pitch from the place of a friend, rather than a stranger. Always be genuine though. Many people have a nose for when someone is not.

Ultimately a pitch is about passion. If your pitch lacks passion it will fail. Or at least it won't be as good as it could be. Obviously you need to cover your basics as well ??

The most important tool. Stay calm speak softly, get excited only when talking about the brand. Never lower your professional standard by trashing the competition. Practice with someone your sales pitch. Never show your having a bad day people will notice that. Never take short cuts, if you have a pitch that works why would you? Positive thoughts bring positive energy.

If you have a good or service that will enhance your potential customer’s business and drive profits, then there is no “pitch” needed. I am a proponent of the “sales pitch” comes last. The main objective in the beginning is to show your value as a representative of your company, and that will evolve into becoming a business partner. If those are achieved then a casual/natural, lunch/dinner discussion replaces the hard sell, and will set you up for future success with the potential client. Be true to yourself, company and potential customer then there is not a need for a hard, uncomfortable sales pitch. Invest your time in building the relationship instead of practicing a hard sell.

Relationship building is a key to gaining trust with clients to let them know they can depend on you and what you are telling them. The goal should be to listen, identify a need, and then show them clearly how you can meet the need. If you can make their job easier, there is a good chance they will say yes. Also, following through with anything you've promised after the pitch is essential to prove their trust is well-placed.

You have in the first place to create the need for a product or a service by the customer and work afterwards to make it clearer , attainable, and easy to understand. Tone, way, Methods, etc come afterwards..not to say peripheral craps