The first time I heard this expression I almost fell off my chair laughing. I love it! It truly describes what happens when you ask someone “So what do you do?” and they proceed to verbally throw up all over you. It’s as if they cannot stop their mouth from running.
The sad fact about pitch slapping people is that most times you lose your audience. They tune you out and just wish you would go away. Coaching people on making authentic connections can be very tricky sometimes. I have a lot of clients who love to talk, about themselves, about their products, about life in general. They just love to talk and as soon as you open the door they just don’t stop.
My rule of thumb when coaching clients is to make it all about them. Make it all about the person across from you. If someone asks you a question, give them a brief answer and ask them another question. Make it all about them. If someone asks you for more information or to explain your business to them in the middle of a room full of people, now is not the time. It is the time to schedule a follow-up meeting.
The follow-up meeting is where the real magic happens. Once you’ve got their undivided attention, great. Tell them about your product and services, but again…make it about them. Ask questions before launching into what you have to offer. Find out what it is they do. Find out how what you offer can help them in some way. You do this by asking a lot of questions. Then share your solution.
Share your solution and include them in the conversation by asking a few questions along the way. This allows them to feel like they are engaged, that you are talking with them not at them.
Be engaging, ask lots of questions. Offer solutions after you’ve uncovered a need and remember to make it about them.
The new 30 Second Success® motto when it comes to help you with your 30 second commercial is “Ditch the Pitch and Start Connecting!”™
Wishing you much success,
Laura
