A 10-Step Pitch to Prospects to Buy Your Expert Service

October 10, 2012 by Lizabeth Phelps

A client and I were concluding my 7-session private process, The Powerhouse Method, and now armed with her one-of-a–kind differentiation and message, we had time to role-play the pitch she was going to make to decision makers at NYC media companies. We had developed a strategy where she would go to those whom she knew best first, so the “pitch arc” we created keeps in mind the warmth of her relationship to them.

I am sharing it here with my answers, rather than hers for confidentiality’s sake. The example should help you adapt it to your own situation and content.

  1. What you do, succinctly stated
    I help coaches, consultants, speakers and authors who are called to effect great change in the world develop highly marketable, one-of-a-kind business empires that transform lives.
  2. Why I do this
    In eleven years of owning two businesses, each passionate about transformation, I have made my own catastrophic blunders and overcome those mistakes, yet every day, I see visionary entrepreneurs making even worse mistakes: namely trying to make money with a business identity that is not viable, not interesting, and programs of quite low-standards.  They need to invest in their “store front” so that they will make money; they won’t make if they’re not urgently wanted and utterly unique.
  3. Current status of things–what is happening for client, generally
    What is happening today for most service entrepreneurs is overwhelm and confusion, which leads to dangerous stagnation. They are bombarded with email marketing offers about what they must do to make it in business. They spend their time “tasting” too many free webinars, hoping that one will shed light on what they *really* need to do now. Most of them are afraid to invest and so continue in this vein, or purchase less-expensive Do-It-Yourself programs, and then spend all of their time learning myriad things, rather than doing their business.
  4. Why this is deeply destructive
    What ensues is poverty, simply stated. DIY programs cannot build them a highly-marketable, one-of-a-kind, soul-inspired-reason-for-being-on-earth business. So, they’ve spent money and do not have the essential elements that ensure a business succeeds. They buy another long-distance program, and dig themselves deeper into a hole. What is lost is not just their business dreams, but their self-esteem, their spirit–and the fulfillment of their calling. This must stop because their calling matters tremendously to the rest of us.
  5. What is needed, in general terms
    Without question, they need personal attention when they are building their businesses, with an astute professional who digs deeply to develop the right business for them, and for the market.
  6. In order to (projected desired results)
    This way, they no longer spin wheels or waste time “learning,” and instead actually create. It’s the difference between reading and watching videos to build a house, and actually gathering friends and doing it…correctly and fast.
  7. Funnel results into a final, ultimate, high-stakes result
    And ultimately, they have, ready-to-go, a tangible, viable, sustainable business, which they are madly in love with, and that fulfills their very deepest calling.
  8. Dire problem, stated very directly and very crisply
    Without this, they will die on the vine–financially and worse, spiritually.
  9. My prevention process (State unique process succinctly and with desired outcomes)
    This is why I offer a private, up-close-and-personal, meticulous process called The Powerhouse Method(TM), which challenges a visionary entrepreneur to succinctly craft 7 powerful messages. Each message stacks on the one before it and are woven together to culminate in the final message, their Teaching Story Thesis. The most successful way for an expert to become one-of-a-kind is with a “Big Idea” that they share and teach about–something no one else is out there saying. The Big Idea/Teaching Story is a topic of high-interest to a hungry, relevant market whom the expert feels passionately about, and brings together everything s/he believes in most, to become what they are known for.  It is their “legacy content.” In the end, they have not just a one-of-a-kind business identity, but their true, soul-inspired-reason for being on earth. These 7 sessions are a life and business game-changer.
  10. Closing question to elicit positive response.
    What results are you looking for in your business, that this kind of process could get you?

This was constructed for a one-to-one presentation, but can absolutely be used for a presentation to many.

As you’ll see, it has critical elements: what you do, neatly said; why you do it (this is very important); what overall industry struggles exist; what is needed overall and why (results); a repeat of the *dire* consequence, sharply stated, of not getting the right solution; how you deliver it specifically and why that’s valuable–and finally, an ending question that invites them to reflect back the value, for them, of what you provide.

Try it! You’ll like! To learn more about The Powerhouse Method click here.

Speak Your Mind

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  • Faina Sechzer says:

    Lizabeth, the best way to teach is to model it. In this post you have done a great job of leading by example. I am sure your client is very happy.

    1. Lizabeth Phelps says:

      Thank you, Faina. I love the “fiction/reality” set of questions on your homepage. So true for most folks!!

  • Heather says:

    Lizabeth,
    I worked with you years ago and what you pulled out of me then still has power now. I love what you write. I read what you share and always enjoy how you teach me something every time. You have done it again with this advice on your 10-Step Pitch. You’re a clarity master and because of that I have always remained clear with my message. Keep the valuable lessons coming and know you are helping so many!
    Huge Fan
    Heather

    1. Lizabeth Phelps says:

      Heather!! Wow, it has been so long. “Grillin’ the Gremlin,” right? 🙂 It is so wonderful to hear from you, and thank you so much for taking the time to write. I am beyond happy that my work with you is still living on. Your site is *gorgeous*!! And *clear*. I’m so inspired by what you’ve been doing in the last few years. Keep it up!! http://www.heatherhayward.com/ Hugs, Lizabeth

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