Make your sales pitch better with this simple formula.
It’s easy to get yourself twisted in a knot when trying to pitch your company in a sales situation.
In an effort to make your best case, your brain is often flooded with ideas: Where do I start? What do I say? What is too much or too little?
Dan Pink comes to the rescue again. He has written about various pitches and how to build them in “To Sell Is Human” and one of those pitches is what he calls the Pixar pitch.
Pixar movies have grossed billions. Its movies include Finding Nemo, Monsters Inc., Toy Story and Wall-E.
The way they’ve mesmerized children and adults alike is by using a very simple narrative framework that any of us can apply to our own company or product pitches. Here is the six-sentence template:
Once upon a time, ___________________________________________________.
Every day, ___________________. One day, ______________________________.
Because of that, ______________. Because of that, ________________________.
Until finally, ________________________________________________________.
You can build a compelling story without having to fret about structure and sequence. You can take advantage of the persuasive forces of stories, but within a model that forces brevity and discipline.
Try it for your company, product or service. Here’s our Pixar pitch:
Once upon a time, companies used the same boring collection of cascading bullet points outlining products, services, features and functionalities.
Every day, they wished they had better ways to attract and engage new prospects and motivate them to take action.
One day, market researchers proved that client case studies and success stories were the #1 most-effective sales and marketing tools – client case studies work better than anything at attracting attention and moving people to take action.
Because of that, the demand for these sales tools grew widely and quickly, and more companies wished they had more client stories to speed up their sales processes.
Because of that, companies struggled to capture and distribute their best client success stories and case studies. They wanted an easier way to get them done.
Until finally, ClientKudos was formed to help meet this market need with specialized client case study production services. Companies realized they didn’t have to create their client case studies on their own, that they could turn to specialists who could get it done more quickly and with higher quality results.
What do you think? Any suggestions for improvement?
What’s your Pixar pitch? Send it to me and I’ll give you my two-minute critique.
Have a great week.
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