Know Their Motivations

You pitch to decision-makers. 

Each pitch is delivered to 6.8 stakeholders on average, according to the Harvard Business Review. 

Individuals with hidden motivations.

Pitching before learning their motivations? Easy to miss the mark.

Learn about each person before your pitch, and you’ve already won half the battle.

What do they want?

In-house decision-makers want security. 

They want to make the right choice. 

They shy away from risk.

They guard their job security, fearing change while seeking safety.

Before you pitch, know their motivations. 

Are they an entrepreneur?

Entrepreneurs drive growth. Disrupt. Test boundaries.

They yearn for service providers who propel their vision higher and faster.

Convince entrepreneurs that you accelerate business growth and you’ll win.

Are they an investor?

Investors care about ROI, scale, and exit potential.

Demonstrate that you have the rocket fuel they need in every deck slide of your pitch.

Are they a manager?

Managers need order. Efficiency. Easy execution.

Show managers how you deliver seamlessness and simplicity.

Know their motivations before you pitch.

Every motivation presents either an open door or a roadblock.

Unlock them by speaking directly to individual desires.

Know what each stakeholder wants before you even enter the sales pitch.

Then guide them skillfully to unanimous consent.