I’m gonna give you the game here in this post. This is a little known hack to make irresistible sales pitches to prospects who might want to buy from you. The process I’m about to outline for you is simple, yet almost no one does it.

Before I explain the process, let me go into detail about what an offer or pitch really is and what it’s supposed to do. Too many people think a pitch or offer is about their product or service. Most people don’t want to buy a product or service. When they do buy, it’s out of necessity not out of desire.

When you think about your product, you have to think about the problem it solves for the prospect, not the product itself. If your prospect was to roll over in the middle of the night and talk to their spouse, because a problem kept them awake, what would that problem be?

For example, when I sold mortgages, I knew no one wanted a mortgage. No one rolls over at night in bed and tells their spouse, “we need a 30 year fixed loan at 4%” that’s not the conversation. The conversation is “We need a new home” or “we need to figure out how to save money.” I knew my prospect’s root problem, therefore that’s what I sold them. I didn’t sell mortgages, I sold the dream house they wanted.

I was dialed in on my mortgage offers. I’m dialed in now on my coaching offers. The process I’m about to share with you is what helped me get dialed in. Once I realized the root problem and started selling the solution to it, I started making BIG BREAD!!!

The first thing you need to do in order to get dialed in on your offer is to survey your existing clients. Send them a survey via email or text. The survey should be anonymous so they don’t feel like they need to say what YOU want to hear, they can tell the truth. You can send a survey out via wufoo.com they are free and easy to set up.

The survey needs to ask them questions like:

Why they decided to reach out about your product?

What did your product do for them?

What problem did your product solve for them?

What did they NOT like about your product?

You want to keep the survey to about 5 questions. If it’s a long ass survey, they won’t take the time to answer all the questions and your efforts will be wasted. The shorter the survey, the more likely your prospects will actually take the time to answer.

Once you get some surveys back, read them. Take the time to process the feedback you get. If you get answers you don’t like, they are still valuable because they help you get out of your way of thinking and into the mind of the prospect.

Too often, we want to sell how we think people should be sold. The best closers sell how the prospect wants to be sold. To reiterate, no one wants a mortgage but that’s what most loan officers sale. They want a house, which flies over the head of damn near all LOs.

These surveys will allow you to take the data in them and craft an irresistible offer. The survey told you why they needed you, what problem it solved, and what they used the product for. It also told you what they didn’t like. This is the basis for the best offer you can write.

The perfect way to craft an offer or pitch is to structure it this way:

How to get X without having to do Y

X = What they want

Y= What they don’t like/want

I told you it would be simple and all the components you need to make it happen are right in front of you. Now that you know what to do, there’s nothing to it but to do it. With that being said, get to work! Go send out those surveys today.