What do lucky people do differently

The ‘60 second pitch‘ is not a technique for a sophisticated offer or a sophisticated introduction & in fact…just may be yet another business habit that is moving past its ‘sell by date’. (Not quite the Fax machine but moving that way)

The sales method we are all aware of is a ‘features & benefits debrief’ followed by some form of USP ‘pitch’ to close off the introduction

This is a tried & tested process of creating a level of interest

Sure, you can get across the basic idea of what you deliver & you may be able to create some memorable dialogue which could be to your advantage

But the idea in 60 seconds you can create some type of ‘way forward’ is no longer the way forward

Business Development is going in a different way because we are in the age of ‘similarity’. What I mean is meeting people with a similar offer, with similar skills, with a similar approach, with a similar education, with a similar benefit case, with similar arguments, etc…

The on-line presence of business development is another ‘look-a-like’ area too

1. Everyone is being equipped with the same business development tools
2. Everyone is trying to conduct business in the same markets these tools open up
3. Everyone has access to the same training to use these tools

With that in mind I put forward the case of ‘social commercial comfort’ as the way we now evaluate new connections. This model is a new consideration for business development & it’s not about ‘unique value proposition’, it’s something different & I refer to it as:

‘the degree of social commercial comfort you are able to generate’

Because we have the age of similarity with the ‘look-a-like’ online presence we need to generate something more to tip the scales our way in our meetings with potential valued connections. It includes ‘bespoke social capital’ as well as ‘off the peg commercial capital’

Rather than a 60 second pitch can you communicate; ‘THIS IS THE TOTAL VALUE OF DOING BUSINESS WITH ME’ or the ‘TOTAL VALUE OF BEING CONNECTED WITH ME‘

This is very different than what it is that you are selling

‘Social commercial comfort’ is the value in having you as a connection beyond what you do

Summary

Article Name

Is the 60 second pitch dead?

Description

The '60 second pitch' is not a technique for a sophisticated offer or a sophisticated introduction & in fact...just may be yet another business habit that is moving past its 'sell by date'. (Not quite the Fax machine but moving that way)

Author

Johnny 'Bob' Spence

Publisher Name

5next

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