What You'll Learn in this Article: How to go beyond just passing out a business card that someone will throw away.
People go to conferences to learn but also to network. The problem is, too many people have no idea how to actually pitch their product or service to other people at a conference beyond handing them a business card.
The truth is if you're investing money to attend a conference, you need to clearly articulate how you help people in a pitch. Pitching is vital to your success so it makes sense that you need to master it. Why? It forces you to focus on what you can do right now and what problem you solve in the marketplace.
It’s the value of your business in just a few words.
Before anyone is going to do business with you, you have to get attention. A million dollar pitch is a short commercial that will attract attention and make the benefits of your company tangible to a customer. It should be 20 seconds or less and help the person take an immediate interest in what you do. It’s a simple statement with a specific goal.
How much time have you invested perfecting your pitch?
If you’re saying to yourself right now that what you do is “too complicated” to put in a few words, you probably lack clarity in what you’re doing. It might also be a sign you’re only thinking about making money instead of how you can add value to others. A lot of people cannot articulate their value in a few words.
There are so many distractions out there so you have to have a well-crafted pitch to cut through all the noise. When you’re pitching, no one wants to hear about your company history. I don’t say that to be disrespectful, it’s just the truth. You have to give someone a reason to want to ask more about you—that’s what a good pitch does.
Have you ever thought I could do that too when you hear about someone doing a particular activity to become successful? I always laugh when people tell me stories like this. Let’s agree that you can learn anything. Here’s my question—is your idea something that you could do if you learned it or is it something that you can do right now?
Before you can be successful, you have to base what you do on your reality. Ask yourself what you can do right now, not what you could do in the future.
Who is your audience? Who do you already know in the marketplace that already needs your product, that wants your product? Most likely it’s not going to be everybody at the conference—but it might be.
Create a 20 second or less commercial out of it. The shorter the better. Most people just string something together without much thought. It’s your job to create a powerful statement that makes it impossible for someone you meet at the conference not to want to learn more about you.
Here’s one of my pitches “My company increases sales by 15 to 20 percent and we’ll do that in less than 14 days.” Notice how it’s based on something that I can do right now and that solves a problem for a large group of people. Do you think that my prospective customer would be interested in what I have to say after they hear this pitch? I’ve used it many times so I can answer for you—yes!
Three Tips for Pitches
Clarify Your Goal—If your goal is clear, then it’s much easier to create a pitch that serves that purpose.
Ask for Attention—Never start your pitch before you ask them if you can share what you do. The best way to do this is to simply ask them.
Make It Memorable—A pitch is not an explanation of how your business operates or your company history—it’s a well-constructed value statement and it has to be BIG.
Remember that strangers have everything that you want. It’s your job at a conference to make people interested in you. That means you must network!
P.S. Pick yourself up the official recording of 10XGrowthCon 2018, the best conference on the planet for entrepreneurs!
Grant Cardone is a New York Times bestselling author, the #1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the "25 Marketing Influencers to Watch in 2017". Grant’s straight-shooting viewpoints on the economy, the middle class, and business have made him a valuable resource for media seeking commentary and insights on real topics that matter. He regularly appears on Fox News, Fox Business, CNBC, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, Entrepreneur.com, and the Huffington Post. He urges his followers and clients to make success their duty, responsibility, and obligation. He currently resides in South Florida with his wife and two daughters.