The Pity Party Sales Pitch: When Manipulating Your Customers Works (Or Backfires) | by Rachel Greenberg | Nov, 2023

Some gross sales ways find yourself deceiving the sellers most of all

As entrepreneurs, representatives of our personal manufacturers, and in lots of respects, salespeople ourselves, we are able to doubtless level to our go-to toolbox of tried and true ways that comprise any good gross sales pitch. To call a couple of:

Credibility (utilizing testimonials, social proof, or accolades to edify our manufacturers)A customer-oriented worth proposition (what the services or products can do for them)An awesome hook or sense of urgency (a motive to compel prospects to behave now)

One factor notably lacking from that record is a sales-oriented pity occasion. In different phrases, no self-respecting entrepreneur or salesperson consists of “begging purchasers to take mercy on you and take a look at your services or products” as a promoting technique. Nonetheless, that doesn’t imply that no entrepreneurs or salespeople ever resort to this…and it additionally doesn’t imply it will possibly’t work.

Haven’t you ever heard an entrepreneur on Shark Tank plead with the sharks “[Lori/Barbara/Robert, etc.], simply give me an opportunity…I gained’t allow you to down”? Now right here’s the actual query: Can it work?

The reply is extra advanced than a one-size-fits-all sure or no, however let’s unpack a real-life instance I not too long ago encountered — and the implications it incurred: That is the story of how an eggnog entrepreneur weaponized pity in her grocery retailer debut…and what you want to learn about using “pity” in your gross sales pitch the precise means (to keep away from an analogous destiny).

Let’s discuss eggnog: Both you find it irresistible otherwise you hate it, however if you happen to do find it irresistible, you’re most likely fiending in your model of choice each vacation season when the limited-time beverage hits the cabinets. It isn’t actually an impulse buy, and there’s vital loyalty 12 months after 12 months amongst eggnog connoisseurs to their chosen model.

I’m not saying breaking into the eggnog market as a beginner is inconceivable, however I’m saying you’ve acquired your work minimize out for you. The first step, you’ll need to weed out the nog haters (they’ll weed themselves out fairly…