12 November 2024

How to Land Your Dream Client with ONE Perfect Pitch

1Frameworks

7Insights

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Frameworks in this episode

Sales5 steps

The Four-Step Pitching Framework

Research, craft, deliver, and follow up to turn any pitch into a yes.

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Insights & moments

The myth-busts, hot takes, explainers, and tools worth keeping.

Explainer· 3

Explainer01:38

The Three Questions to Answer Before Crafting Any Pitch

Before writing a pitch, Jasmine says to research the audience by answering three questions. They cover the audience's top needs and pain points, their preferences and priorities, and who the decision-makers are and what influences them. Answering these lets you tailor the pitch so it resonates and makes it easy to say yes.

Identify the audience's top three needs, challenges, or pain points and how your offering addresses them
Learn their preferences, priorities, and goals so your pitch resonates
Find the decision-makers and the factors that influence their decision
Use these to make it easy for the audience to say yes

“who are the decision makers and what factors influence their decision? How can you make it easy for them to say yes”
Jasmine Star · 01:38

#research#pitching#sales#audience

Explainer04:34

The Shell Pitch: A Reusable Foundation You Tailor Each Time

Jasmine introduces the 'shell pitch' as the foundation you customize for each audience rather than rebuilding every time. It should include an intro/hook, problem statement, solution, and call to action. She notes this mirrors her social media framework of hook, insights, call to action.

A shell pitch is the reusable core you tailor to each audience
It includes intro/hook, problem statement, solution, and call to action
What you pitch stays the same; only who you pitch to changes
The structure mirrors her social media hook-insights-CTA framework

“your shell pitch should include your intro, hook, problem, statement, solution and call to action”
Jasmine Star · 04:34

#pitching#structure#messaging#sales

Explainer05:51

Storytelling, Empathy, Resonance, and Proof for Advanced Pitchers

For seasoned entrepreneurs wanting to raise their closing rates, Jasmine adds four key elements on top of the shell pitch. Storytelling makes the pitch memorable, empathy builds trust, resonance aligns your message with the audience's values, and relevant proof backs your solution with case studies, testimonials, and data.

Storytelling engages the audience and makes the pitch memorable
Empathy shows care and builds trust and rapport
Resonance aligns your message with the audience's values and goals
Relevant proof uses case studies, testimonials, data, and market size

“people don't care how much you know until they know how much you care”
Jasmine Star · 05:51

#persuasion#storytelling#empathy#social-proof

Story· 1

Story08:57

Why Jasmine Rehearses a Webinar 25-30 Times

Jasmine's top delivery tip is to practice and get feedback, even though she admits she hates it. She rehearses a masterclass or webinar 25 to 30 times alone, presents it to her husband and team repeatedly, and sends it to trusted industry peers asking them to tell her what is terrible so she can improve.

Practice in front of a mirror, friends, family, or a mentor
Record it, watch it back, and adjust
She practices a webinar at minimum 25-30 times by herself
She asks trusted peers for blunt feedback to make it better

“There is a good chance that I am practicing a webinar at minimum 2530 times by myself.”
Jasmine Star · 08:57

#delivery#practice#feedback#preparation

Takeaway· 3

Takeaway02:15

Four Financial Numbers to Know Cold When Pitching Investors

When pitching to investors, Jasmine stresses knowing your business backwards and forwards, especially the numbers. She lists four things to know in depth: sales and revenue growth over time, profitability, cash flow and outstanding debts, and projections for future revenue plus LTV.

Know your sales and revenue growth over time
Understand profitability, cash flow, and outstanding debts
Have projections for future revenue ready
Know your customer lifetime value (LTV)

#investors#fundraising#finance#metrics

Takeaway11:36

Using Voice and Body Language to Bring a Pitch to Life

A friend taught Jasmine to use vocal and physical contrast when telling stories in a pitch. When talking about her husband she deepens her voice, stands tall, and takes up space; when talking about her daughter she shrinks down and uses a higher pitch. These cues convey the narrative and keep the audience engaged.

Deepen your voice and stand tall to represent a strong character
Shrink down and raise your pitch for a smaller character
Visual and vocal cues convey your point and keep the audience engaged
Delivery choices help move people closer to a yes

“by doing those things we're giving visual cues with our body language and tone to convey our point and get somebody closer to a yes”
Jasmine Star · 11:36

#delivery#body-language#voice#engagement

Takeaway12:32

Five Things to Include in Your Post-Pitch Follow-Up Email

Jasmine calls the follow-up 'the magic' and cites a Harvard Business Review study that following up within an hour can qualify a lead seven times more often. She recommends preparing the email before the pitch and including five elements to keep momentum toward a yes.

A personalized note thanking them for their time
A recap of the key points discussed to reinforce your value
Clear next steps and action items to keep momentum
An easy-to-execute call to action
A sense of urgency or an incentive to prompt immediate action

“We need to have a follow up email prepared and ready to go before the pitch.”
Jasmine Star · 12:32

#follow-up#email#conversion#sales