The Three-Second Micro Pitch

The longest running program on FOX, The Simpsons, features a character by the name of Homer. For the most part Homer’s attention span is short and he is constantly distracted and he frequently makes irrational decisions. If this sounds like some of your target market and even if it does not, having a strong micro pitch is important to selling to this prospect. While it may take some work to develop, it will help your company avoid the jargon trap so many business fall into these days. Jargon is like chicken. When prepared without seasoning chicken from most sources tastes the same. Jargon = Commodity not Value.

Picture yourself on a down escalator in a department store. Riding the up escalator is Homer Simpson. He has $2,400 dollars in cash in his wallet. His destination is the electronics department where he plans to purchase a 42” LED TV. How many mistakes is he making? Do you think he is aware for those mistakes? What can you say in three seconds that will motivate him to not only start a conversation with you, but to be so intrigued that when he gets to the second floor he will get back on the down escalator and meet you on the first floor where the two of you will begin a sales conversation over coffee? That message must disrupt his thinking.

Understanding your prospect though their world view is key to getting them to pay attention. Homer is prone to making mistakes and missing opportunities. He often neglects to see the devil in the details. To motivate this kind of a prospect takes a deep understanding of human nature. It also takes a very clear message. One that should never contain the words: “Let me explain what I just said”, “Let me clarify” or “In other words”.

To develop a micro pitch consider the flowing:

• Have a micro pitch for each constituent in a complex sale
  
• Develop a profile of your prospect(s)
  
• Consider their daily habits
  
• Take into consideration hidden fears or concerns
  
• Know that your prospect may be unaware of issues that your product or service addresses
  
• Forget about how important you are or how great your company might be (Tastes like chicken) and is not focused on the prospect’s wants or needs.
  

A good micro pitch starts a conversation - We have an entire integrated sales and marketing company dedicated to growing your company’s sales. How can we help you achieve your on or off line goals?

The business name never comes up in the pitch because it is not central to the conversation – at least not yet. The prospect’s concern is kept front and center with an offer to help solve a potential problem

Good luck with your micro pitch. And if you need help, we have an entire company ready to help you create sales conversations that move prospects into the funnel faster. We also have tools that help you qualify opportunities quickly and increase sales production.

Call us today for a free sales and marketing consultation and to receive a free copy of our integrated sales & marketing toolkit. 410.782.0360.