The process begins with asking participants to consider the question, “do our customers care what we DO or do they care about the IMPACT of what we do?” A great pitch requires a quick path for your customer to recognize what’s in it for them; in other words, what’s the impact of your business, product or service on your target customer. If this cannot be communicated, the pitch suffers and sales decline.
During this session, attendees will discover how to craft their pitch using the ValueMappingTM patent-pending approach which has two parts: (A) the Value EquationTM (B) the ValueMappingTM process. Participants will first choose a target customer to focus on during the session and work through their Value EquationTM to peel back the initial layer of impact. This is a ‘primer’ which begins the shift in mindset from “DO” to “IMPACT” and tees up a deeper dive to build the foundation of a powerful pitch. The experience and outputs create mini pitches which can be shared interactively in small and large group discussion.
Next, attendees create pitch ValueMaps. These maps, in tandem with their ValueEquationTM drive a much deeper recognition of value and provide a framework to craft their message and communicate it authentically. Combining individual and team exercises, attendees will identify diverse perspectives of their value developing a base of words, themes and language to draw from and build their pitch. This knowledge is then woven together into a powerful pitch using the patent-pending process developed by ValueMappingTM founder Al Emerick.
Pitching Through Value is perfect for anyone who sells, markets, does fundraising, networks and connects. It provides a powerfully motivational snapshot with actionable takeaways of how to re-envision and communicate value. Workshops are offered in 2 hour, 1/2 day and full-day blocks.