How To Achieve Sales Success Using This Story Framework | Andie Jewett - 1651

Don’t. Be. Boring. Every time you talk to a new client, in the back of your mind, you know you’re not the first person to ever pitch to them. You might not even be the first person to pitch to them that day. You need to stand out, and more importantly, be remembered. In this episode, Donald Kelly sits down with Andie Jewett, the Senior VP of Business Development at AMP Agency. They talk about the core elements of an amazing pitch, and how to make sure you’re not making the same mistakes as everybody else.

Jewett’s Background

• Started in account management, with clients like Blue Cross Blue Shield and NinetyNine Restaurants
• Now works with AMP Agency, overseeing business development and reaching out to potential clients

Most Common Pitching Mistakes - and How to Fix Them

• Don’t jump into your pitch immediately, placing the focus on you and your product. Do your homework so that you know your client, ask them questions, and place the focus on them.
• Don’t recite all your great ideas or figures one after the other in a list. Your client won’t remember them all! Instead, take them on a journey with a narrative thread.

3 Core Elements of a GREAT Pitch

1. Make the client the main character. It’s not about you, or your product. Your client is the hero of the story. Build a profile around who that customer is based on your research. Then, use this to address their needs and aspirations when you make your pitch.
2. Take them on a journey. A story has a beginning, middle, and end. Have one main idea, or “hook” that will be the big takeaway from your pitch meeting. Build to your hook, share what it is, and make sure it threads all the way through.
3. Use a little showmanship. If you recite too many facts and figures, you will put your clients to sleep. Bring your personality, fun, AND facts. Even virtual pitches can have creative elements that help clients remember them.

“Look at how storytelling is done, not just in other industries, but even in literature. If you were to look at the perfect story arc of the best books and novels out there, you can absolutely compare your pitch to that.” - Andie Jewett

Resources

Andie Jewett on Linkedin

AMP Agency

Andie Jewett on Instagram

Sponsorship Offers

1. This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com.

2. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com