How To Craft A Rock Solid Sales Pitch To Potential Investors A sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors. First, everyone is a salesperson. Regardless of what you do, everyone sells to someone. Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made. They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. Brian’s company sells products with a focus on three core worlds: Product Education, providing ongoing training to entrepreneurs and sales professionals Investing/ Advising/Consulting where they help startup businesses grow and provide value. Mistakes you’re making when pitching to investors It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared. If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. Simple changes can make the pitch so much better. Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. The Tease, The Please, and The Seize The Tease: Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind. BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds. You also want to be mindful of how your actions and words may be received by your audience. If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues. Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes. The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action. You want to think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture.

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