Selling comes down to WANT + ACTION.

In other words (or rather the motto of yCombinator) “make something people want.” If you do that, good things follow. Sometimes this means giving value first. Think about how fast casual restaurants do this with free taste tests. Think about how software companies give freemium products or how a lot of companies and soloepreneurs have free newsletters that are nothing more than marketing traps.

Contrast that to getting an invite to the membership at Augusta National, where you’d pay six figures to join and the club closes down for quarter of the year. We want to do both, offer a forever free value add to the public, ad free with zero email sign up; and have an exclusive membership that people want to join. We are not oblivious to this fact: it has to provide value, which we think it does.

Pitch Basics

All a pitch does is sort out who is interested or not. It shouldn't be used to convince those that are not already able to align with the product or service being pitched. We see so many sales professionals trying to ram a good or "value add" down someone's throat when they don't care about it.

VALUE

Give Give Give Give Give Give Give. This is different for everyone and in every industry. Start with giving value, not selling value.

BREVITY

Be brief, it should take no longer than 5 minutes to get your exact point across. In fact, less time is better. The pitch should seek the shortest path to convey the most important information.

DESIRE

Novelty and value go a long way to creating desire, regardless of what you're selling. If you don't have a highly differentiated deliverable, drive the price down.

What We Believe

Business is still about people.

There are hundreds of closing tactics that a salesperson can run on a loop, and it’s mostly true people have very similar standard patterns of response; however, there is only so much time in the day. Goal number one is to tell your story and meet as many people as possible as quickly as possible. Putting talent aside, the work is still the work.