Mastering the Art of the Soft Pitch: Subtle Ways to Showcase Your Value

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“…Highlight benefits, not features.” – Mike Fallat

Hey there, fellow entrepreneurs and go-getters! Today, we’re diving into a topic that’s essential for anyone looking to ace their sales game: the art of the soft pitch. In a world where the hard sell can sometimes feel like overkill, mastering the soft pitch can be your secret weapon for showcasing your value without coming off as pushy or aggressive. So, grab your notebooks and let’s get into it!

1. Start with Authenticity:

The key to a successful soft pitch lies in authenticity. Gone are the days of scripted sales pitches that feel forced and insincere. Instead, focus on building genuine connections with your audience. Share your story, your passion, and your expertise in a way that resonates with others. When you approach potential clients with authenticity, they’ll be much more receptive to what you have to offer.

2. Listen More, Talk Less:

One of the biggest mistakes people make in sales is talking too much and listening too little. Remember, the best salespeople are great listeners. Take the time to truly understand your prospect’s needs, concerns, and objectives. By actively listening, you’ll be able to tailor your pitch to address their specific pain points and demonstrate how your product or service can provide value.

3. Highlight Benefits, Not Features:

It’s easy to get caught up in listing off all the features of your product or service, but what really matters to potential clients are the benefits. How will your offering improve their lives or businesses? Focus on highlighting the outcomes and results that they can expect from working with you. Whether it’s saving time, boosting efficiency, or increasing revenue, make sure your pitch clearly communicates the value you bring to the table.

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4. Use Social Proof:

In today’s digital age, social proof is more important than ever. Before making a purchasing decision, people want to know that others have had positive experiences with your brand. Incorporate testimonials, case studies, and reviews into your soft pitch to provide evidence of your credibility and reliability. When prospects see that others have benefited from your product or service, they’ll be more inclined to trust you and take the next step.

5. Create FOMO (Fear of Missing Out):

No one likes to feel like they’re missing out on a great opportunity. Use this psychological principle to your advantage by creating a sense of urgency in your soft pitch. Whether it’s a limited-time offer, exclusive access, or a special promotion, give prospects a reason to act now rather than later. By tapping into their FOMO, you’ll increase the likelihood of converting leads into customers.

6. Follow Up with Care:

The fortune is in the follow-up, as they say. After delivering your soft pitch, don’t just sit back and wait for the magic to happen. Take the initiative to follow up with prospects in a thoughtful and personalized manner. Whether it’s a thank-you email, a phone call, or a handwritten note, let them know that you value their time and are eager to continue the conversation. By staying top of mind, you’ll increase your chances of closing the deal.


Mastering the art of the soft pitch is all about building authentic connections, listening to your prospects, and demonstrating the value you can provide in a subtle and persuasive way. By incorporating these tips into your sales strategy, you’ll be well on your way to success in no time. So, go ahead, give it a try, and watch as your sales soar to new heights!

Remember, it’s not about selling; it’s about serving. When you focus on genuinely helping others and showcasing the value you can bring to their lives, the sales will naturally follow. Here’s to your success!


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About Mike Fallat

Mike Fallat, aka The BookMan, is the owner of Dreamstarters Publishing and the Million Dollar Book Agency. They have helped 300+ entrepreneurs become bestselling authors. His goal is to help 1,000 entrepreneurs publish books and teach them how to use their books as a gateway to generating 7-figures.

Dreamstarters Publishing offers ghostwriting, cover design, and everything that is required to take an idea to a finished book (kindle, paperback, hardcover, and audiobook).

The Million Dollar Book Agency is the ultimate marketing CRM system for author-preneurs. Services include automated funnels, lead generation campaigns, book fulfillment, podcast management, press releases, virtual assistants, course development, and more.

Mike also hosts a podcast known as Million Dollar Stories and runs a membership-based site known as Million Dollar Circle. In addition to owning the book business, he invests in self storage real estate.

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