014: Unlocking Visibility: Mastering Your Sales Pitch

In this 14th episode of Moneymaker Monday, the host reflects on the journey with listeners and highlights the importance of a powerful elevator speech for business success. Emphasizing the necessity of clear, authentic communication of one's value and story, the episode dives into recent client experiences that underline this universal challenge. Practical guidance is offered on constructing a meaningful sales pitch that builds visibility and credibility. The host also shares personal anecdotes of resilience and perseverance in the face of professional setbacks. The episode features a new digital product designed to help listeners develop and refine their elevator speeches, alongside a call to action for further engagement through live sessions, community interactions, and setting actionable goals. The overarching message is the blend of strategic planning and authentic storytelling as a key to sustained business growth.

This podcast episode is exclusively for members and accountability partners of Blueprint to Breakthrough®. All content provided is for educational and motivational purposes only. Results may vary based on individual effort and application.

For more information and resources, visit www.sarahbethherman.com.

If you have any questions or need support, reach out through the cohort connection channel in Microsoft Teams. Let’s keep growing together!

Chapters

• 1:16 Meaningful Conversations with Mentor Clients
• 2:12 The Power of Asking the Right Question
• 3:50 Creating Your Sales Pitch & Elevator Speech
• 10:36 How to Build Your Sales Pitch
• 13:06 Another Digital Product

Transcript

Welcome back to another episode of Moneymaker Monday. I can't believe we've been here for 14 weeks together. It blows my mind how quickly time goes.  This episode's an important one because we are finalizing all of the steps of everything that you've learned. To this point, all the things we've worked on every single week as we've met on this podcast.

The tasks and things that you've seen inside of your notion. Everything we've talked about on our one-on-one calls this week, I met with seven new one-on-one mentor clients, people not in blueprint to breakthrough. My personal goal every week is to meet with at least five amazing people so that I can continue to grow my mentor business.

Now I work one-on-one with clients, so for me, it's not about a high volume of people that I talk to every day. But about truly meaningful conversations. And sometimes they end in me getting hired as a mentor, and sometimes they don't. But no matter what happens, I always get to pour into others, and that's always what my goal is.

I also wanna say that it's important to me to be a gift to others. Every single time I sit across from someone or I'm on a call with them virtually.  I know that they're building something that matters to them,

But over the last few appointments I've had, I've noticed a trend in conversations. I keep asking the same question to every single one of them. And this week I met with one person in particular who, gosh, it was crazy. I mean, I asked her this question and she told me no one had ever asked it before.

So. Let me get into our meeting. I said, what's your sales pitch more specifically? Give me your elevator speech. She said, I work one-on-one with a sales coach, and they've never asked me that question. I've been working with them for 10 years. Are you kidding me? No one's ever asked you about your elevator speech.

Oh man, guys, this week we're talking about the visibility, leveraging marketing and your own story. And so I'm gonna get into this story, this client that I met with when I asked her what her elevator speech was.  But what I want you to know is that as you grow, as you teach, as you sell what it is that you do every day, you've gotta be able to pack a big punch.

People can't just know that you sell something. They can't just know that you're passionate about something. You need to have street cred, for lack of a better term.  This week, what really hit me hard was that out of the seven people that I spoke with,  most of them just paused and kind of looked nervous.

 The girl that I was just talking about a second ago.  She said, I've worked with over 10 coaches in the last 20 years, and specifically my sales coach for the last 10, and no one has ever asked me that before. And honestly, I don't even know how to answer you,

 but what I learned about her and her story was incredible. It had so much depth, so many wins, so many setbacks, so many things she overcame, but she didn't know how to say it. And so today in this episode, we're gonna talk about your sales pitch. We're gonna talk about your elevator speech. We're gonna talk about how this creates visibility and credibility and gives people a reason as to why they should even work with you.

 The story that you're gonna tell others. It's not just about identifying some sort of pain point or describing a product you sell. In my opinion, it's about communicating your value. If you're a business owner or an entrepreneur and you're not taking the time to learn how to communicate your own value, your own story, your own credibility, I think you're missing out on the entire foundation of sales.

We're gonna talk today, and by the end of this episode, I think you're gonna walk away with clarity on exactly what to say.  And I think you're also gonna walk away with ideas that you wanna run by your business partner or by your accountability partner and say, Hey, we gotta make sure we say this. When I first started my business, I didn't have all the polish language or the perfect pitch.

I just had passion and grit and a determination to serve. I've been in rooms where I felt out of place, and not because I wasn't qualified, but because I didn't know how to talk about what I did, and that silence cost me opportunities, and I never want that for you.  This week, we are a couple weeks into section four, which is thriving in business and leadership, and this week is about execution of your blueprint.

How to take what you've created and refine it, optimize it, and build something that's actually sustainable. And part of that blueprint that you've been creating is knowing how to talk about yourself. Not just that I'm a coach, or I sell this, or I have this group, or I have this product, or I do this service.

But the real story, the one that gives you credibility,  the one that gives others a reason to listen, especially if you've got a podcast.  Let's be honest though, everyone is selling something and if you don't know how to explain why you are the one they should be buying from, I think that you're gonna stay invisible.

I think that no matter how many posts you have online, you won't get the right people watching. You won't give people a reason to actually pull the trigger to take advantage of you to press Check out, to press submit, to send you the text to show up on a call.  Visibility isn't about being loud, it's about being understood.

And in order to be understood, you need to be able to articulate your value and your experience in a way that clicks with your audience. And so this week, it's all about making it happen. We've got three sessions left in this mastermind. Three more weeks of you taking what you can from everything you've learned and put all of the pieces together.

 You've been through things, me too. I've been stolen from, I've been lied to. I've been publicly talked about in ways that cut so stinking deep. I've had people invite me into their world just to tear me down behind my back. I've also had seasons where everything I built came crashing down.

There were so many nights I've cried in silence, questioning if I was even meant for leadership.  I've walked through burnout. I've lost clients that I poured my heart into. I've had people leave and bad mouth me for things they've never even said to my face.  But I stayed in it. I held on because I knew every time I woke up and I kept pushing forward that I was building businesses and brands that had meaning.

And I know that that meaning comes with pressure  and purpose and all of that requires resilience. Guess what? I'm still here. I keep going. I stay focused on the people who trust me with their dreams. 'cause those people, they matter more than the noise.  And you've got a story too,  one that maybe isn't so different than mine.

You know, I used to beg to be in circles. I would just seek out people that I thought were really magnetic and I would try to just be around them, do business with them, create businesses with them.  And so many times I've been backstabbed.  In fact, I mentor people today that I've heard are talking about me behind my back that I've had to actually confront about them taking what they've learned from me and giving it to someone else, or comparing what someone else offers compared to what I have  or to what I'm offering.

 And those are humiliating things. They're things that break you down. Tear you apart.

 I'm learning that every day. It's a choice that I make to stay focused on people that trust me to stay the course, even though I have haters. And I think maybe one of the most profound things that I've ever learned is that I have haters and that means I'm doing something right. And I guess that's my encouragement to you.

 You see, I believe that credibility isn't just something that you're handed. It's something that you have to earn by walking through really hard seasons and showing up on the other side. With so much wisdom,  I believe that your story is not about bragging. I think that your story is about proof. It's proof that you've lived what you're teaching, and that your product or your service is rooted in real world results.

When you share what you've survived and how it shaped you, people trust you.

 So when you're done listening to this episode, I want you to take away a couple of things. Your elevator speech doesn't have to be perfect. I don't want you to sit here and try to use chat GPT to craft the perfect words that go with the perfect sentence, with the perfect product and the perfect pitch.

 It doesn't have to be flashy. It just needs to be clear, real, and rooted in your journey. It needs to be memorable. If someone asks you, well, what do you do? You should be able to answer that in a way that shows you who you help,  shows them the pain point that you solve, and it gives a quick hint at the path that you've walked.

 There are several formats that I really love, so you're gonna fill in the blanks. And you'll know exactly where to put them. I help blank people that you serve who are struggling with blank, their biggest problem, and I do it by blank, your method, because I've been there too.  Sometimes I even add a negative hook in the beginning like this.

I used to feel like the more I worked, the less seen I became. But now I lead five companies. I mentor seven, eight, and nine figure earners weekly. I'm a fractional CEO to over 30 companies. I speak publicly all across the United States, and I have a global team.

I teach others how to build and scale their businesses in a smart way.  You see, this is how you connect with people. You show them where you've been, and you give them a glimpse into what is possible.  Let's break it down even more. A strong sales pitch includes four major components, your story, so where you came from and what makes you relatable.

Two, your problem, what struggle your client is facing, that you deeply understand. Three, your solution, the way you solve it, and why it actually works.  And for your credibility, the receipts, your lived experience, the journey that built your wisdom.  When someone hears your pitch, they should feel something.

They should either relate to the pain that you've been through or admire how you rose from it, or feel hopeful that your process might work for them too. You see, oftentimes I meet business owners who are like, Hey, Sarah Beth, I wanna start this business. And they're so excited.

 And I love the excitement that comes out, but the biggest challenge with just being excited is that's all you've got is an excitement to start. But there's a lot that comes along with having a business. You can't just have one idea of one thing you wanna do, and because that seems really easy, you don't think of anything else.

I was talking to a client today on a mentor call and she's creating a digital product. I won't name the company or anything like that because it is private to her. And she doesn't want it released yet 'cause it hasn't launched. But she's creating a digital product. And by the time we were done with the call, we had walked through a full Gantt chart of exactly what this brand could look like from digital products to a monthly membership, to a podcast, to mentoring people who want to create businesses just like hers.

You see, we stop so short, it's like we're running a mile and we stop. At the Threequarter point when we could have thought out and ran the whole mile with just a little bit more movement.  Where are you doing that at? Where are you cutting yourself short?  In my opinion, marketing isn't enough. You've gotta have strategy with soul

 Posting. Random content isn't marketing, it's just noise. Strategy means understanding your data, your audience, and your story. Sharing that over and over and over again in different ways and different word combinations so that you can attract the right buyer. The soul of your strategy is what sets you apart.

Everyone can post a graphic, but not everyone can build trust. Not everyone can build engagement. Not everyone can build loyalty. The blend of realness in your message. Strategic planning. And data backed decisions is how you turn your message into movement. This week as a part of Blueprint to Breakthrough, I've created another digital product just for you guys.

It is specifically focused on helping you craft your elevator speech, define your credibility and sell with heart. This resource will walk you through step by step how to write, rehearse, and confidently share your pitch in a way that feels authentic and persuasive. To you. We're gonna go through these exercises in this digital download.

You'll see different examples and prompts that will help you feel ready and aligned with what you want your message to be.

 My goal for you this week is that you have a clear process, a clear path to lead your customers exactly where you want them to go. And don't be so afraid of collecting money that you don't leave your customers how to pay you.  This week we have a live session and I can't wait to get you there to break down more of what's holding you back because even though we worked on it a little bit early on in this program, there's still work to be done.

There are always new patterns and habits that we pick back up or we start. That aren't the greatest for us and we've gotta work through them. So this week, send in your wins and your goals. Make commitments to yourself. These are for you. This is your way of writing it down and taking action and being proud of you for stepping forward.

Connect with our group and Instagram. Check in on Microsoft Teams. We are posting there every week. Your choice to interact, to connect, to communicate in there, it's all for you.  Once you've got that elevator speech down, I want you to take a minute and post it in the chat. Show us all where you're at.

Let's word craft it together. Let's mastermind it. Thank you, guys, for tuning in to this week's Moneymaker Monday. I'll see you guys on Tuesday, and I'll catch you on the next episode.