Close the Deal Faster with an Effective, Client-Centered Pitch

Imagine a client who’s already convinced about working with you. They’re enthusiastic, ready to commit, and waiting for the final nudge. But instead of closing, you dive deep into every detail of your offer-feature by feature, benefit by benefit. Suddenly, their excitement begins to fade and they start getting antsy. If you're good at reading body language you may start to feel uncomfortable because you don't undersatnd what is happening. I recently experienced this firsthand—when I noticed a potential client growing impatient, I paused, shortened my pitch, and directly asked if they were ready to move forward. To my surprise, they replied, “Yes, I was ready when I walked in. I want to talk about financing options.” This moment revealed a powerful truth: sometimes, the best pitch is the simplest one.

It's important to understand that some clients come in ready, some are pressed for time and some have a personality where they don't need to know every single detail. For these clients, it's crucial for you to be able to package your primary pitch into a bare minimum pitch.

A bare minimum pitch is a concise, clear, and client-focused summary that gives them what they need to make a decision without overwhelming them. It’s ideal for those who are short on time, already sold on working with you, or need a few clear points to validate their choice. It’s about showing respect for your client’s time and clarity in what you can deliver.

What Should This Pitch Include?

1. Your Core Promise: Focus on the ultimate outcome. What transformation or key result will they experience by choosing you? Get straight to the heart of the value you bring. They are coming to you with a problem, your core promise should focus on your ability to solve that problem.

2. Key Benefits: Share 1-2 standout reasons why they should pick you over others. Highlight what makes you unique and relevant to their needs. This is a great opportunity to share a success story. No matter how pressed for time a client is, I always show results because I can show someone better than I can tell them. Most people just want to know if they're problem can be solved. You showing people who have had the same problem and you have helped them gives them confidence in moving forward with you.

3. Next Steps: Make it clear how they can move forward with you. Focus on closing the sale in that moment. Whether that's taking full payment, working out a payment plan, or setting a date on the calendar for them to get started; you want to make sure that the next steps are clear for both you and them. It's important to note here that if they tell you a specific date that they'll be ready it's important that you reach out to them on the specified date.

As you become more familiar with reading body language and personalities, people will tell you exactly what type of pitch they would benefit from. If someone comes to the table telling me that they have done extended research and they bring up concerns before we even get started, I know that this is an individual that would benefit from knowing all of our benefits and the value that we bring so they can feel confident in their decision. If someone tells me they're pressed for time or comes to me saying something like "I'm so ready to get started," I'm going to give them a bare minimum pitch. This pitch is all about delivering the essentials confidently and effectively so we can discuss any objection and move the sale forward.

At ElluminateHER, we believe that intentional, client-centered communication is the key to meaningful connections and conversions. By refining your pitch, focusing on what matters most to your clients, and practicing the art of concise, compelling conversation, you’re empowering your clients to make decisions with ease and building trust that goes beyond the sale.

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