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The Elevator Pitch of Que PASA with Rajiv Nathan #356

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The Elevator Pitch of Que PASA with Rajiv Nathan #356Rajiv-Nathan-Sales-Babble

In this episode we meet Rajiv Nathan, founder of Start-up Hypeman. Rajiv helps technology based SaaS start-ups  scale to success. He does this by leveraging Stories that define brand identity and convert buyers into clients.   According to Rajiv, the startup environment is  designed for failure.   9 out of 10 ventures fold and never become growing concerns. So how can luck be tipped in their favor?  Rajiv believes that story can shift this statistic.  He likes to start with the Elevator Pitch. 

Common  Startup Failures with the Elevator Pitch

Too often startup founders focus on building product as opposed to understanding the market. Startups zero in on features, guiding buyers to consider only the lowest price or perfect fit vendors.  When it comes to lost sales, founders often think “Buyers don’t get the vision”. But is that true? Maybe the founders failed articulating the vision.  This is where Story comes to the rescue . The first pace to define your story is the  Elevator Pitch: who you serve, the problem you address, the solution you provide and the benefits the buyers will experience.

Que PASA Pitch Method

The Que PASA pitch tells people what’s up and what’s happening to the business. It is designed around the elevator pitch: the bedrock of business communication.   The demo presentation, pitch deck, sales deck and marketing approach are all designed around the elevator pitch.

Value propositions are more wordy in his opinion.  A good example of a elevator pitch is FanFood.   The PASA is an acronym for

    1. Problem – lead the audience why you exist  with empathy
    2. Approach – share a path of addressing the problem
    3. Solution – explain specifically the way the problem will be solved
    4. Action – create a call to action that moves the customer to buy

Three Types of Customers

When selling Rajiv sees prospective customer in three types:

    1. Buyers who know what they want
    2. Buyers who know what they want BUT have been burned
    3. Buyers who want to be guided

First two groups are price locked. You are playing defense when selling to them.  The last group is open to possibility. A good story (in a sales deck) can provide guidance on how to go beyond the status quo. The third group will buy from you because they believe  you understand (1) them and (2) the market better than anyone else.

Take Action

During the next sales call delay showing the product as long as possible. Instead focus on the problems, issues, hopes and dreams long before you open up the home screen for the demo. By doing this, you exercise  the  Law of Influence: defined in Bob Burgs book the Go Giver..  Your influence is determined by how abundantly you place other people’s interests first.

How To Find Rajiv Nathan

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Past Episodes on Pitching and Startups

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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