Pitching Is Not About Closing Deals

Fear of sales and failure in sales are both very real things.

I speak with many founders who possess superb technical skills but struggle with conveying the value of their service.

In their corporate lives, many of them avoided the sales department. When it’s time to sell their own business, they’re not adequately conveying the value that their competencies can offer to clients.

One key component of sales is, of course, pitching. This essential skill can be much more approachable with a few guiding principles.

First, check how you’re telling your audience about your service. If, for instance, you meet someone at a networking event and you just say, “I have a home care service,” the person you’re speaking with may not know what it’s about.

If you instead say, “We provide 24-hour care, trained medical support, and peace of mind for families,” you’re painting a much clearer picture of the specific value that you offer.

At its core, remember that the pitch is an act of communication to:

  1. convey the value of your service to leads
  2. just convince the lead to move to the next step, which could be a follow-up call, or a more structured meeting or demo

During a pitch, you must:

  1. not try to close a deal
  2. aim instead to learn about the needs of the person you’re speaking with, which can help frame the next interaction

With an understanding of pitching as an exchange of information, ideas, and feelings rather than as a challenge to close deals on the spot, any new founder should be able to approach it more calmly, empathetically, and effectively.

Feras Alhlou

Feras Alhlou

Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures. In 2019, he sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ other new startup businesses, and in his current venture, Start Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger.

Related Shorts

The Last Resort

Don’t Complicate It

Most Common New Founder Issue

When Bad Clients Pay Off

Rejecting Imperfect Clients

Annoying Clients

How Sales Works

Why You Should Tolerate Jerk Clients

Your Business’s Survival Depends on This

Earliest Way of Marketing

How 100 Clients Is Better than 1000

My Experience Hiring College Graduates

Money Is Where Premium Customers Are

Never Fall for This

When You Can’t Take on a Project 😢

How We Lost Half a Million Dollar Contract

Crises of Authority

How to Ruin Your Marketing Effort

Early American Marketers

Quality, Service, or Price?

How Much The Top Consulting Firms Made in 2023

Pricing Models for Your Service

Do You Treat All Clients Equally?

How to Double Revenue Without Increasing Marketing

7 Ways to Grow Your Business

How to Push Leads to Close Faster

Where Did Successful Founders Get Their First Clients?

Sales Doesn’t End After a Client Buys

How to Retain Clients Better

How to Impress Clients with Your Skills

How to Expand Your Business Vertically & Horizontally

6 Questions to Increase Clients

Why Your Sales Pitch Doesn’t Work

7 Signs You Need to Hire Someone

How to Increases Chances of Sales by 94%

New Sales Hire Closes 0 Deals

9 Best Practices When Hiring

What is Marketing by Harvard Business Review

How to Do Marketing for Small Businesses

The 4 Marketing Channels Small Businesses Can Use

Time vs. Money 💰 Marketing for Small Businesses

How to Win Leads & Influence Customers

How to Use a Marketing Budget for Small Businesses

When to Hire for Sales?

The Most Important Part of a Business Website

Why Everyone Hates Sales

Don’t Take Jerks as Clients

Are You Being Used for Contract Requirements?

Decoding Marketing vs. Sales Funnels for Professional Service Startups

Cracking the Code: Why Leads Aren’t Buying from Your Consulting Business

5 Reasons Your Leads Are Not Converting

High-Quality Content Is Still King!

MarTech Optimizes Your Social Media

Take Advantage of Cold Calling & Emailing

Marketing Doesn’t Need to Cost Anything

Struggling with Leads? Start a Sales Funnel

3 Social Media Tips for Consulting Startups

2 Simple Marketing Strategies for Consulting Startups

Learn Brand Positioning from your Competitors

What is Martech? Marketing Funnel Basics

Business Image Matters as Much as Qualifications

To Better Understand Clients, Do Primary Research

All Buying is Emotional at Some Level

2 Strategies that Land Clients

Narrower Target Audience = Consistent Leads

Go Above and Beyond to Delight Your First Clients

Use Your Network and Word-Of-Mouth To Get Leads

Learning and Knowledge Sharing Drives Consulting Growth