My New Opening Pitch Script – 80% Interest 1

Summary

In this episode, James Shepard introduces an effective new opening pitch for a web design reseller program aimed at salon owners. By leveraging group dynamics, the pitch emphasizes affordability through shared development costs. Instead of charging each salon $20,000 for custom websites, the program allows 20 salons to pay just $1,000 each. Shepard shares the strategy behind the pitch, which can also be adapted for merchant services. He highlights the power of presenting a collective business model and creating exclusivity within a local group to enhance sales success.

Takeaways

• 😀 The opening pitch is about leveraging a group dynamic to create exclusivity and intrigue, making it harder for prospects to reject the offer immediately.
• 😀 The initial introduction of the pitch is vague, avoiding a direct sales approach, which encourages prospects to ask for more information before making a decision.
• 😀 The pitch highlights the value proposition of a custom web development service at an affordable price by grouping multiple businesses together to share the cost of the service.
• 😀 The group dynamic is key to the pitch's success, where the offer is presented as a shared opportunity among a small group of business owners.
• 😀 The pitch emphasizes the competitive advantage of being the sole business in a specific location (e.g., one salon per zip code) to increase interest and exclusivity.
• 😀 The value proposition focuses on features that are highly relevant to the target audience, like mobile-first design, appointment scheduling, and automation for small businesses like salons.
• 😀 The sales pitch includes a clear call to action by offering a demo, which further engages the prospect and gives them a tangible next step to take.
• 😀 By presenting the offer as a shared opportunity, the pitch increases the perceived value, especially for small businesses with limited budgets who need affordable yet custom solutions.
• 😀 The technique can be adapted to various industries by adjusting the group dynamic to match different business types or localities, such as pizza shop owners or other niche markets.
• 😀 The pitch strategy allows flexibility to adjust and tailor the offer based on feedback, with the ability to move forward even if not all spots in the group are filled, maintaining momentum in the sales process.

Q & A

What is the main focus of James Shepard’s pitch in the transcript?

The main focus of James Shepard’s pitch is to introduce a web design reseller program for salons. This program allows salon owners to access custom websites with essential features like online appointment scheduling, text/email notifications, and mobile-first design at a significantly reduced cost by sharing development costs among a group of 20 salons.

Why does James recommend a vague opening pitch in sales calls?

James recommends a vague opening pitch because it piques curiosity without immediately revealing what the offer is. This approach makes it harder for the person on the other end of the call to say no right away, as they are intrigued to learn more about the project.

What specific features are highlighted as essential for salon websites?

The essential features for salon websites include mobile-first design, online appointment scheduling, text and email notifications for appointments, and an admin dashboard for managing schedules and client communication.

How does James Shepard’s reseller program work for salon owners?

James Shepard’s program works by gathering a group of 20 salon owners who each pay $1,000 for a custom website with all the desired features. The cost is shared across the group, making the service affordable for smaller salons compared to the typical $10,000-$20,000 for custom web development.

What is the benefit of working with multiple salon owners in a group dynamic?

The benefit of working with multiple salon owners in a group is that it allows each salon to access high-quality custom web design at a lower cost. It also creates a sense of community, where salon owners can share ideas and collaborate on functionality needs, making the experience more personalized while still being cost-effective.

How does the group dynamic element help with selling merchant services?

In the context of merchant services, the group dynamic can be leveraged by offering exclusive rates or services to a group of businesses, such as pizza shops or retailers. This makes the deal more appealing, as businesses feel they are part of a unique, exclusive offering, which increases their interest in joining.

What is the psychological principle behind using a group-oriented sales approach?

The psychological principle behind using a group-oriented sales approach is **inclusivity**. People are naturally inclined to want to be part of a group or community, especially if it offers benefits like exclusive pricing or special treatment. This makes them more likely to engage with the offer.

Why does James suggest not revealing too much in the initial sales pitch?

James suggests not revealing too much in the initial sales pitch to maintain an element of intrigue. When you don’t fully disclose what the project or offer is, it increases the chance that the recipient will want to hear more, making them more likely to continue the conversation and ask for details.

How can the opening pitch be adapted for different industries, such as pizza shops or retail businesses?

The opening pitch can be adapted for different industries by creating a group dynamic specific to that industry. For example, offering exclusive pricing for pizza shops by working with a group of ten or more pizza shop owners, or tailoring the pitch to a group of retailers in a specific area to secure special rates on merchant services.

What makes this approach so effective in terms of getting people to engage?

This approach is effective because it presents an **easy entry point** for the recipient. The pitch is framed as a low-pressure opportunity to hear about a group-based project that might be beneficial. This approach reduces the likelihood of immediate rejection and increases the chances of getting them to listen further.