> For the complete documentation index, see [llms.txt](https://diy-startup-school.gitbook.io/welcome-to-diy-startup-school/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://diy-startup-school.gitbook.io/welcome-to-diy-startup-school/chapter-iv/develop-your-pitch-and-write-a-sales-script.md).

# Develop your pitch and write a sales script

Sales is daunting for most people. But it’s nothing to be afraid of. The sales pitch is like a miniature presentation of your full offer.

It should be engaging. You should be convincing.

But, more than anything, the pitch needs to come from a true belief that you can help the person on the other end.

Starting with a 60-90 second elevator pitch is a great technique for anyone new to selling. It has all the elements that make up a great pitch while forcing you to distill your value down into something succinct:

1. Who you are and your goal for the conversation. Make sure to frame it as a common goal and making it clear how the other person will benefit<br>
2. What you do: A brief, clear description of their problem and your solution<br>
3. Your USP: What sets your solution apart and hopefully, what single thing they can take away from this conversation to remember you by<br>
4. A call-to-action at the end the gives the person on the other end a clear next step

Many elevator pitches suffer from an excess of pushiness and not enough empathy. The trick is to focus on *one* thing so you can find the proper balance between your goals (ultimately, a sale) and their goals (ultimately, solved problems).

**Why should they care? How can you get them to?**

Most prospects are going to need to be guided stepwise from “who are you” to caring to “take my money.” A sales script helps you take your pitch and get it human-conversation-ready by offering contingencies or different paths depending on how the conversation goes. It covers considerations like:

* Where will your sales conversations occur? How will you move future customers to the next step? Start with a message or cold email, then maybe hop on a Zoom? \
  \
  Each interaction will need a different script of varying length and detail<br>
* What is your opener? And then? How long do you plan to talk for?<br>
* What is your closer? What is the next step?

​Getting the routine of the pitch down frees up your brain to focus on the real money-maker questions. The humanizers. The conversation-keep-goingers.**​** [**And if you're still a little unsure about nailing the written script part, we've got a template for you in our Notion pack.**](https://thesuccesssecret.notion.site/The-Success-Secret-Workbook-cc2b1e22399b4fba915193d1320bf5ec)