Is the 60 second pitch dead?

Johnny ‘Bob’ Spence
by Johnny ‘Bob’ Spence on August 9, 2019
5 easy steps to consider reflecting on what is going on in your network
July 18, 2019
The Rainmaking potential of one coffee meeting a week
September 15, 2019

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…

Download FREE ebook - Strategic Networking

Learn how to build a network of connections to meet
the strategic & immediate needs of your enterprise.

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

Download FREE ebook - Strategic Networking

Learn how to build a network of connections to meet
the strategic & immediate needs of your enterprise.

Summary
Is the 60 second pitch dead?
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
Publisher Name
5next
Publisher Logo
Author
Johnny ‘Bob’ Spence
Johnny ‘Bob’ Spence
5next Co-Founder. Trainer, networking coach & writer. Educated at L. S. E. & Wits University. ‘$1,000,000 Round Table’ sales qualifier. Author ILM accredited: ‘Executive Programme in Professional & Business Networking’. Rainmaking experience in RSA, UK, France, Finland, Austria, Belgium, Hong Kong, Pakistan, Dubai, Poland, Germany, Slovak Republic & the USA.
September 19, 2019

This Blog is a 10 minute read. It discusses business development and we refer to this as rainmaking.…

September 15, 2019

‘You probably won’t get to the end of this BLOG’ Everyone knows attention spans are gettin…

August 9, 2019

The ‘60 second pitch‘ is not a technique for a sophisticated offer or a sophisticated in…

LoginRequest Demonstration