Pitch Theory
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While it is easy to make the simple complicated, it takes skill to make the complex feel simple. That is my speciality.
I have put together this handy worksheet to help you capture your vision for the pitch. Think of this document as a business plan for your sales message.
The more information you can give me, the better we'll be able to respond. Please answer each question in a clear and concise manner and skip any questions that don’t pertain to your project.
Because each member of your team may have a different vision for the pitch, we recommend completing this worksheet as a group. That way I won't miss any important opinions.
1
Basic Info
2
About Your Company
3
What are you trying to do?
4
Who are you doing it for?
5
Competition
Basic Info
Name
First
Last
Phone
Email
Website
About Your Company
What is the name of your company?
Describe your company.
Describe the concept/product/service that the pitch will sell.
We like to keep our address book up-to-date. Who are the main contacts for this project and what are their roles?
When would you like to start? (tomorrow is pretty unlikely, sorry!)
When does it need to be completed? (yesterday is definitely out)
What is your specific reason for these dates?
Your budget dictates how much time we can devote to your pitch. What are you looking to spend to achieve your vision?
(eg, $3-5k,)
Who is going to be sending out the pitch?
Name
Phone
Email
If you have more then 5 just say so and leave the contact for whoever is leading the team.
What are you currently using as a CRM
Sales Force
HighRise
None
What are you trying to do?
Give us your main reasons for commissioning your sales pitch.
In order of importance (most important first) what are the business objectives for your pitch.
(eg, improving sales rate, increase customer satisfaction, reduce time searching)
What is your measure for success, and what are you hoping to achieve?
(ie, 20% increase in sales)
What aspects of your sales message works well and why are they successful?
What's not so great and why do you think that is?
Who are you doing it for?
Who is going to get the message? Describe the different types of recipients of your pitch in as much detail as possible.
Do we currently have a list of prospects we can send the pitch to?
Yes
No
I will ( Building it now )
What are the 5-10 most common customer needs that your product/service satisfies.
How do you think your audience currently perceives your company and the services you offer?
Why will people choose your product/service over others?
When people watch your message for the first time how do you want them to feel about your company?
Where does the sale need to take place?
(ie, Over the phone / Website signup / Live meeting)
How much is your average sale?
Just give me a ball part or a range. With this pitch are we selling a $100 item or a $30,000 item?
Competition
Tell us a bit about your competition. Who are the runners and riders in your field?
(including their website addresses)
What works for them? What doesn't?
Additional Comments
We have tried to keep this worksheet as general as possible, but every project is unique. Here is your chance to add any extra information you think will be helpful.