Trick One: Don’t sell the Happy Meal, Sell HAPPINESS
Grab a paper and draw a line down the center of the paper. On one side write the features of your offerings and on the other write the obvious and not so obvious benefits.
For example, a dress may be hand-crafted by French artisans (a feature) but it also sets you apart from everyone else in that annual party (benefit). A not so obvious benefit is that you will feel like a queen and therefore act like one, which means you will be the heart of the party.
Another example, you recipe book has 50 recipes with detailed instructions and high resolution images (features) but it allows a busy mom to put together a healthy meal in 30 minutes or less so she can have one less task to worry about (benefit). A not so obvious benefit is that she will have more time to spend doing things she loves with her family and that means a happier household.
Trick Two: Persuade Caveman Style: Basic Human Needs
People don’t buy your product, they buy how your product changes their life.
Whatever you are selling, they are likely buying it for one of these reasons. Use these in your pitch and you have a sure-fire winner!
Does it make them feel beautiful or desirable
Does it make their life comfortable?
Does it make them more likely to attract attention from opposite sex?
Does it make them look less lame?
Does it make them popular?
Does it require less effort from them for the same work?
Does it require less money from them for the same work?
Does it make them prominent?
Does it improve their sex life?
Does it save them money?
Does it make them look “in the know”?
Does it make them more likeable?
Does it make them rich?
Does it make them be the first?
Will it get people talking about them?
Does this make them look like an authority figure?
Want to know how to use these to craft your own killer pitch?