Unraveling the Magic Woven Into the Art of Selling Solutions
The key to a successful sales pitch is to focus on selling solutions rather than just products.
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Welcome back to the Business Witch Academy! If you’re just joining us for the first time, this is Step 4 in the Quick Sell Mastery Course, but if you missed the previous steps you can get caught up here:
A Sudden Sense of Enlightenment: The Art of the 30 Second Elevator Pitch
Step 1: Who Are You? How to Clearly and Concisely Self-Identify in Sales Pitches and Social Bios
Step 3: Hook, Line and Sinker: How to Use Hooks to Capture Attention Instantly
If you don’t want to miss a thing, you can subscribe to The Library at the Business Witch Academy here and to the Magically Thriving Business weekly recap newsletter here. If you’d like to get your hands on the 7 AI prompts, 2 Canva Whiteboards to organize your thoughts and 2 free bonus eBooks you can either purchase the full course from the Business Witch Emporium right now, or you can become a paid subscriber to my Substack where you’ll receive each lesson as they are published plus the bonuses. Don’t worry, you don’t have to decide right now, I’ll give you these links again at the bottom of this story.
I’m about to enter the classroom with Ophelia and the other students where we’ll start on our next lesson. It’s probably one of the most important lessons in the course. Why don’t you join us?
Quick Read Snapshot For Those in a Hurry
The key to a successful sales pitch is to focus on selling solutions rather than just products. By identifying and addressing the specific pain points and challenges of your target audience, you can engage their interest and guide them toward a decision. In this lesson, you’ll learn to pinpoint the top problems you solve and craft pitches that position you as the hero they need.
Unraveling the Magic Woven Into the Art of Selling Solutions
Exercise 4: What Problems Do You Solve?
Unraveling the Magic Woven Into the Art of Selling Solutions
“We’ve uncovered the importance of a crisp job title, a precise business category, an understanding of our target market and the lure of a hook. Now, let’s unravel the magic woven into the art of selling solutions, not just products.
“Ophelia,” I began, leaning slightly forward with a twinkle in my eye, matching her ever-present gleam of curiosity, “do you know why people yawn during a sales pitch?”
With a playful flutter and an exaggerated mimic of a yawn, Ophelia chirped, “Because they’re dreaming of better places?”
“Exactly!” I chuckled. “Often, we bombard them with every amazing feature of our service or product. It’s like trying to cast every spell in the book all at once. The result? A big confusing puff of smoke.”
Ophelia’s giggle rang through the air as she imagined the chaos. “So, what’s the secret potion then?”
“It’s quite simple,” I explained. “We need to sell the solution, not the product. People don’t want to hear about every wand the Fairy Godmother owns; they want to know how a specific wand can turn their pumpkins into carriages.”
I continued with a real-world example to ground our mystical musings…
The Library 📖 at the Business Witch Academy is a reader-supported publication. To learn how to sell the solution, get a full color eBook and this week’s AI prompt, please subscribe. By the way, it’s cheaper than Netflix and way more valuable!
“Let’s consider my coaching business here at the Business Witch Academy, where I offer 1-on-1 consulting to new start-ups. I could spend all day boasting about my 20+ years of expertise and affordable prices. But, just declaring ‘I’m Cheryl the Head Business Witch!’ might earn me polite nods at best.”
Ophelia, playing the role of a weary new business owner, responded with an exaggerated nod, “Oh, that’s nice.”
“But what if I targeted their actual nightmares?” I posed, drawing her into the scenario. “Many new business owners are overwhelmed by marketing, sales, bookkeeping, taxes, software programs and more.”
Her eyes widened, the character of the concerned solopreneur coming to life. “Those sound like terrifying problems indeed!”
“Imagine this,” I said, setting the stage for a transformative encounter. “I meet an entrepreneur and start with a simple charm: ‘Hi, I’m Cheryl. May I ask what you’ve found to be your biggest challenge in starting your own business?’”
Playing along, Ophelia frowned, “Oh, I’ve been cursed by marketing gremlins. Every time I try to market my business something goes wrong. The images are the wrong size, they’re blurry or distorted. Or I get no engagement.”
“Would you find yourself making more money and having less stress if you had someone by your side, taking your step-by-step through the process of creating and launching a marketing campaign, from messaging to Canva training, to creating a content strategy?” I asked, offering the magical key to her imagined dilemma.
Ophelia’s face lit up with the realization. “Now, that’s a magician I’d want to meet!”
“Exactly my point,” I concluded with a smile. “By pinpointing their pain and offering a clear, magical solution, you engage their curiosity and guide them toward asking for more details. You sell a solution, not just a service.”
Exercise 4: What Problems Do You Solve?
“Keeping your target market in mind, jot down the problems you solve. What haunts their halls? What dragons are they fighting?
“Select the top one or two sorrows you soothe for this exercise. We’ll use these to craft enchanting pitches that highlight how you, not just your products, can be their hero.
“Keep the full list, though,” I advised as Ophelia scribbled furiously. “We’ll conjure up more captivating spells — uh, pitches — with those other problems in future sessions.
“Make sure you grab the AI Prompt on your way out the door and you’ll be done this assignment in no time! For my virtual learners, you’ll find the prompt at the bottom of this story.
“Thanks for joining me for Step 4 in the Quick Sell Mastery course. I’ll see you back here next week for Step 5! Class dismissed.”
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Stay Magical,
Cheryl
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