The Pitch: The Timids vs. The Bulldozers

The Pitch:

The Timids vs. The Bulldozers

There is Another Option by Elizabeth Denham

When women invest in a franchise, they usually opt for businesses that align with their passions and backgrounds. We all want to love what we are doing, but even more, we want to feel like we know what we are doing. And while we may know the core purpose of a business and how to manage it, we may not feel natural selling and marketing it.

“Are you the person who feels bad asking people for something? Or are you the person who bulldozes and never gives the possibility of “no” a second thought?”

Are you the person who feels bad asking people for something? Or are you the person who bulldozes and never gives the possibility of “no” a second thought?

Both of these styles can work and be successful. But both can also be a turnoff or slow the sales process while potential customers are either thinking about it because there is no sense of urgency, or they are backing off to make sure they are not being pushed. There is, however, a third option – one that takes the intimidation factor out of the “Timids” and takes the edge off of the “Bulldozers.” You can be “The Problem Solver.”

The “Problem Solver” is first and foremost a good listener. You have to listen to what people are asking for, to what challenges they are facing and to what they think can help them reach a solution. Once you have listened and really heard what this person is saying, then you have to walk down the path with the potential customer. After all, they dictate the path, not you.

STEP 1. Start with small talk. If you reached out to them, tell them how you found them and ask a bit about who they are and what they do. If they reached out to you, ask how they found you and why they felt you could help. This will generally give you a sense of how to steer the conversation.

Four simple steps to having a great pitch call with a new lead as “The Problem Solver”

STEP 2. This step can be swapped with step three if it is the natural flow of conversation. Tell them about yourself. Do not “sell” to them or talk specifics, just tell your story. Who you are, why you do what you do and what matters to you. You become more relatable when you are sharing your passion.

STEP 3. This step can be swapped with step two depending on the conversation. Ask them to tell you about themselves. What is their story? Who are they? What is important to them? And then ask what it is they are looking for and what problems, challenges and goals they have that need addressing. Listen intently as this is going to drive your response.

STEP 4. Let them know that you heard what they said and understood their needs by repeating it back to them. “I understand you are facing these challenges, or striving for these goals or have these needs…” From this point, you let them know that you can help them solve these problems and how. “I think we are a great fit for you and here’s why…and here’s what we

can do to help you meet those needs…” And then, “Here are some next steps for us to move forward together…” If you have done your research, you will have a framework of what it is they are looking for and how your business could fit into that dynamic as a starting point. Once you hear specific needs, you can offer specific solutions. And here is the clincher – if you are not a good fit or cannot solve their problems, tell them. They will remember that you did not waste their time or money and they might just pass your name along to someone who may be a better fit.

Building relationships is more important that making the sale right off the bat. If someone thinks all you are about is the mighty dollar (and there is nothing wrong with making money) they will be less engaged and less trusting. Take the time to get to know people, offer advice and care about what they are doing in their business. This is the foundation for building trust and developing long-term relationships in your business and in your life.