4 NEW "FRAMES" TO PITCH ANYTHING + MY OPINION ON THIS MESS

I've been silent during this COVID event.

Basically, I'm too busy to complain.

But tonight, almost 8PM. The air was sweet. Night had just fallen on a California spring day — a day spent in total lockdown. I couldn’t take it anymore, time to jump in here and STRAIGHTEN A FEW THINGS OUT.

Oh sure, Covid is an extinction level event for the US economy ... 

Yeah, this is a Worst Case Scenario ...

Sports ... gone.

Hospitality ... gone.

Travel ... gone.

Oh, you were planning to ... 

... visit Italy ... or ... get married ... or ... join a gym? 

-- but now you're in a disaster movie.

But hold on ONE second. 

is it really all gone? THE 20 TRILLION DOLLAR ECONOMY?

No way. 

I'm working with over 50 companies that are growing and scoring all kinds of new business.

I'm writing this email to state the obvious:

Every company that wants to make it and thrive ... will do so. 

Think about this for a second with me.

For over two weeks, I've been trying to buy a "Rogue Monster Rack" ... but can't get one. 

These guys are crushing it. 

Many companies are doing exceptionally well. Here's who I'm doing business with:

Synthetic Ice to build my son's hockey rink out back ... also sold out.

Communication SaaS software for my company ... $10K, we paid full price.

Accounting Services for an M&A deal … $75K full price.

Legal Services … full price ... we had to beg DLA Piper to take our business.

In the last 30 days my own companies bought $5 million of stuff we needed .. most of it from new vendors -- maybe even from you: 

Healthcare, logistics, inventory, medical equipment, packaging services, vehicles and software ... a lot of it from new vendors. 

MY OBSERVATION: These vendors won our business using 4 key selling frames that are working right now. 

We're spending a lot of money with vendors because we're also making money.

By using these 4 new selling frames, my small group of companies and established clients did $65 million of revenue in the last 30 days. 

You should be in this group.

I’ll try to put you inside these 4 frames, so you can use them immediately.

I want you closing deals, pulling in revenue - taking business from scared and freaking-out competitors.

So here’s my notes on the fundamental BUYING BEHAVIORS that I am watching as a group of otherwise average companies win new business… 

4 FRAMES THAT SHAPE BUYING BEHAVIORS RIGHT NOW

FRAME 1: THE TIMEFRAME 

When you Pitch for new business, every minute matters. This doesn't mean you should go fast – because moving too fast seems needy (and neediness kills deals.) What you must be able to do is pitch your product ... in the correct time frame. 

Here’s a timeframe cheat sheet. 

1. A totally cold lead .... you must pitch the value within 6 minutes

2. Warm lead ... get to the value and offer in 8 minutes

3. Hot lead ... nail the value and offer in 12 minutes (spend the rest of the time closing)

4. The Closing Call ... be efficient here and wrap it up in 30 min., no longer!

If you need help refining your "value pitch" - sign up here

FRAME 2: THE RESULTS 

Your product must be framed as immediately functional and you must show that you solve hard problems. 

People aren’t looking to "buy" your service (or your product, or your program). They’re just trying to solve their difficult problems. When they have "Easy Problems", they will just solve those on their own.

Your customers have goals, plans and objectives. Help them hit their numbers faster and with more certainty … and you’ll close the deal.

FRAME 3: THE COST REDUCTION

Right now, if you’re faster, cheaper and more efficient than the Big Guys in your industry, so you can be winning millions in new business. This is the easiest pitch in the world, takes 6 minutes. One of my companies does this pitch with a 2-page slide deck:

Slide 1: We are faster, easier, cheaper, and less frustrating.

Slide 2: Here's how easy it is for you to switch to us. 

FRAME 4: THE PERFORMANCE METRIC

A "Performance Metric" or whatever fancy silicon valley name you you want to call it, is just a way for the client to measure your performance. This is among the most powerful, and under-utilized forces in closing new business. Your target prospect needs the confidence that he will be able to measure your performance against your promises. If he feels he can measure you, it will create certainty in his mind, and certainty closes deals. 

YOU CAN STACK THESE FRAMES 

FRAME 1: THE TIMEFRAME 

FRAME 2: THE RESULTS 

FRAME 3: THE COST REDUCTION

FRAME 4: THE PERFORMANCE METRIC

If you stack just two of the Buyer Frames together ... you'll win new business.

If you stack three ... you'll easily hit your numbers.

If you stack all four together ... you'll crush everything in your path.

It may help you to see me creating a pitch with these 4 buyer frames. I have done this thousands of times and find it quite easy - but I've been doing this for 20 years.

I'll coach you through it. 

You can join me next FRIDAY on an hour-long HOW TO USE THE 4 BUYER FRAMES training class. 

YOU should take this session. 

These frames work to crush "Covid" and close deals.

We're all using them. Today. Right now.

To get into this class, you have to join Pitch Mastery here.

The 4 BUYER FRAMES and Pitch Mastery is an easy win for you.

See you next Friday?

JOIN

- Oren

If you cannot attend or join, please send me a text and let me know what's up and why.

[email protected]