You're with prospective customers and you're going to pitch your business. Do you have their attention?
It's the single most important thing to do, maintaining attention.
There are various ways that you can go about your pitch but you should always avoid placing too much emphasis on the following three things:
1. Your approach.
2. What your service consists of.
3. Why your service is better.
We've all heard the cliches before and this will cause your prospects to switch off and you'll have lost an opportunity.
A solid path to tread that will ensure you've got your prospects hooked is to do the following:
Identify a problem they have from the start. Don't simply empathise and say you understand, they'll have to concede that what you're saying is relevant if you articulate what the problem is.
Follow this up by telling them that it's no fault of their own that this problem exists. This way you're not going to come across as judgemental, a situation you never want to get caught in.
Carry this on by explaining that they're not the only one with this problem, that there are others out there struggling in the same way that they are. It'll keep your prospects calm and divert any sense of embarassment or awkwardness.
Hammer the point home by outlining the consequences that leaving the problem unsolved will cause and why it needs to be addressed. You'll be generating a desire for resolution so that it needn't be a problem anymore.
Finally explain how much better their lives will be once it's been resolved and you'll set their minds on achieving that goal.
Pain and Gain are the key motivators in the above steps, both are excellent motivators.
Identify their pain you'll have the hook set, the process of explaining how they'll gain from it's resolution will start reeling them in and ensure you have their full attention throughout your pitch.
Simple really but it needs you to prepare your pitch accordingly.
Next time you're out networking or doing some marketing bear these points in mind so that you can make the most of the opportunities that come your way.