You are trying to convince others that the product you are selling is high quality. Your target audience is concerned that the product is low quality. So your sales pitch should be credible – it should be convincing that the sales pitch would not be made by someone who is selling a low quality product.

Your target customers are also salesmen. They sell their own products and use a certain kind of lingo when they pitch. They use this lingo even when they are selling bad products.

Since you are pitching a product to them, you are tempted to use language they understand. But here is the problem: they know they use this language even when are makin’ stuff up. If you use that language, they suspect you are makin’ stuff up. So they do not believe you.

So, you have to come up with your own jargon, one your customers are unfamiliar with. Of course, back up your pitch with facts and logic. But if you pitch seems like BS, the evidence will have to be all the stronger to help you. If you have no facts and logic on your side, only a unfamilar pitch has any chance of succeeding.

Advertisements