The Virtual CMO

How to Optimize Your Sales Pitch and Better Engage Your Audience with Nick Capozzi

December 10, 2020 Eric Dickmann, Nick Capozzi Season 3 Episode 15
The Virtual CMO
How to Optimize Your Sales Pitch and Better Engage Your Audience with Nick Capozzi
Show Notes Transcript

In this episode, host Eric Dickmann interviews Nick Capozzi. Having recruited, developed, and led sales teams across the globe for Fortune 500 companies, Nick Capozzi focuses on client’s sales messaging and framing them uniquely in their space.  A believer that how a company presents its offering is often the overlooked piece of the puzzle, he strives to create strategy, engagement, authenticity, and effective calls to action in all of his client’s communication and sales processes. 

Nick's background helps him to find uniques points that will increase sales of any company, besides knowing what is the key point of a company he provides unique training to give them all the skills required that are focus to improve the communication between sales agents and customers. His method was found highly effective either if you are targeting a single person or a whole crew.

Eric Dickmann can be found on Twitter @EDickmann and LinkedIn at https://www.linkedin.com/in/edickmann and my website https://ericdickmann.com

Nick Capozzi can be found online at www.salespitching.com on LinkedIn https://www.linkedin.com/in/nick-capozzi

Episode Summary: The episode summary can be found at https://fiveechelon.com/optimize-sales-pitch-engage-audience-s3e15/

If you'd like to contact us with feedback or guest inquiries, please visit:
https://fiveechelon.com/podcast

For more information about Virtual CMO strategic marketing consulting services, visit The Five Echelon Group at https://fiveechelon.com
 
Episode #46

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Carla:

The Virtual CMO podcast is sponsored by the strategic marketing consulting services of The Five Echelon Group. If you’d like to work directly with The Five Echelon Group and receive personal coaching and support to optimize your business, enhance your marketing effectiveness and grow your revenue, visit Five Echelon.com to learn more and schedule a free consultation.

Eric Dickmann:

Welcome to The Virtual CMO podcast. I'm your host, Eric Dickmann. In this podcast, we have conversations with marketing professionals who share the strategies, tactics, and mindset you can use to improve the effectiveness of your marketing activities and grow your business. This week, I'm excited to welcome Nick Kaposi to the podcast. Having recruited, developed and led sales teams across the globe for fortune 500 companies. Nick helps companies focus their clients' sales messaging and create unique value propositions for their sales teams. A believer in how a company presents their offering is often the overlooked piece of the puzzle. He strives to create strategy, engagement, authenticity, in all of his clients' communications and sales processes. Hey, Nick, welcome to the virtual CMO podcast. How are you today?

Nick Capozzi:

I'm fantastic. I'm talking to you, Eric. How can I not be fantastic?

Eric Dickmann:

I feel a little competitive today because you've got such a great voice for this, and I know you've got some experience in broadcasting. Tell the audience a little bit about your background and, and how you use that voice.

Nick Capozzi:

Oh boy. I'll try and keep this short. So I grew up in Montreal and I knew two things as a kid. One I wanted to work in radio and the other was I hated winter. I really remember. I remember that as an eight or nine-year-old and, so I went to broadcast school in Canada and I worked in radio and TV for about five years. In Toronto. And then someone said to me, they're like, Hey, can you do that radio thing from a stage? And I said, yeah, sure, I can. And that began a 20 year career in the cruise industry. Where I would get on stage and pitch all kinds of products, in the duty-free sector. So I, it was interesting. It was still about broadcast and radio and TV, but it developed into a sales role, which is something I never expected. I thought it'd be doing play by play for the Montreal expos.

Eric Dickmann:

I can imagine. And good thing. You're not in the cruise industry right now.

Nick Capozzi:

Yeah, it's actually a great industry and I'll always be a cruise ship guy. I'm not sure how, everything will resolve itself, but I know they'll come back better and stronger. And I'm excited for that. Have a lot of friends and family still in the business. Positive vibes for them.

Eric Dickmann:

So the focus of today is on your business, which is sales pitching. And this is an issue that is near and dear to my heart spent many years, working with various salespeople and in my role as a virtual CMO, helping companies developing out their messaging. When you start to engage with people, what do you see as some of the top problems that people have with their sales pitch?

Nick Capozzi:

So I think when I look at someone's sales page, whether it's a solopreneur or, a company with hundreds of employees, there's always a few things that right off the bat, jump out at me. And typically it's is how is the presentation structured? How does the deck look? How does the deck tie into what the messaging is? And then really the most important thing is what's the story you're telling. And I think sometimes, I'll talk to a business owner who's maybe in IT or software as a service, for example. And they're like, what's the story about a software as a service? But when you dig down and find those and then really package that in a beautiful way. I think that's really the opportunity that a lot of people miss with their sales presentations.

Eric Dickmann:

I love that because the story is so important and it seems like what most people miss oftentimes is it's not necessarily about features and functions and bullet points. It's really about an emotional connection and building trust. You see that as well. When you talk to people?

Nick Capozzi:

Yeah, absolutely. And I think when you actually get into the presentation, this is one of the best tips I think that help people. How do you build rapport quickly? And, this is 20 years of me on a gangway on an embarkation day in Miami saying welcome aboard. Where are you from? And, it was really interesting The opportunity to build rapport. And I think if you have your LinkedIn browser constantly open and all I'm about to talk to Eric, let me his profile and see what, maybe we might have in common. And that's an opportunity that is missed people, just dive right into it because they're excited to have, a prospect and they're excited to tell their story and what they have, but taking a few minutes to really understand where someone's from. And I think the reason that became such a important piece of what I do Eric, is when I was training people in the cruise industry. They weren't Americans working on the ship. There was maybe one in a thousand. There was almost no Canadians. I was teaching people from Serbia and South Africa and Columbia, how to connect specifically with Americans. And, I, one thing I learned very quickly is that after their loved ones and themselves would Americans really like to talk about is where they're from. It's very tribal. I'm wearing my colors. I'm wearing my university of South Florida and all my Florida state Seminoles. When you start to ask people where they're from and you can build your own database of Orlando, where we could talk about this or this, or I was in Orlando and I had the best thing I've ever eaten at this restaurant. It really gives you an opportunity to quickly build rapport way faster than you think. And this is especially true. I think, as we live in the zoom world, Where, we are dealing with people from all across the country.

Eric Dickmann:

So when we first met, one of the things that I noticed immediately about you was how you employ these techniques just in casual conversation. You use my name a lot in conversation and I think a lot of people are afraid to do that, to start using somebody's name right away, we're so concerned about what we're going to say, that we're not really doing a good job of active listening and understanding who the person is. a minute later, you can't remember who it was that you were just introduced to. So you've obviously made a very conscious effort to include something simple, like someone's name often in your conversation as a way to build rapport. that's an active tactic that you've worked on over the years.

Nick Capozzi:

So I think a lot of the things that I actually use today, I wasn't intentional and it wasn't necessarily active tactics. It was again, just being this cruise ship guy and having 4,000 people every week that I'd have to go out and get to know to get them to maybe want to buy something from me. And, especially if, I'll give a shout out here at the Holland America cruise lines, which is which, or Holland America line, which is a fantastic cruise line. And their guests are the same guests over and over. So if I see Mrs. Smith from de Moines, Good chance in six months. See her on another Holland America line ships. for me, it's, if you want to translate that to business, I don't want to just do business with Eric today. I want to do business with Eric for 10 or 20 or 30 years. For me, it's about building those genuine relationships. And for me personally, it's how I'm wired, but there's ways I think that I've really tried to break down the technique or things that I do that I just do and maybe don't realize I do, and then structure that to help people when they're engaging people again, especially in this kind of 30 minutes zoom world that we live in now.

Eric Dickmann:

But it is easier to remember somebody's name. If it's Eric from Orlando versus Eric or Nick from a mountain in Arizona, right? It, when you learn those things about people, you can start to build that connection and build that rapport.

Nick Capozzi:

For me, it's the genuine interest of, I want to get to know Eric and I want understand what you're interested in, because again, it's something that, I use now every day in sales presentations, but at the time it was, I'm going to see Eric every day for the next seven days. I, and I gotta be out chatting and chatting with people. So it's perfect. But I think, It became something using someone's name. It just became a pull-up respect thing for me, but there's no doubt that it keeps the person I'm talking to more engaged. And number eight, that's always in my head. If I'm having a 30 minute conversation with you, Eric, I'm going to try to say your name. Just like anything else I'd want you to remember is really wants you to remember a key phrase in my presentation. You're going to hear that from me eight times might be worded slightly different every time, but I'll make sure that you hear at eight times.

Eric Dickmann:

That's great. And I'd love to dig into your process a little bit more. So when a company engages with you to help build out a sales pitch, And, you start to look at some of their existing materials and see what they're doing. What's your typical process. When you first walk in the door and start to engage with a new client.

Nick Capozzi:

The first thing. Actually look at the physical prison. And so what's the script you're working off of. What's the slide deck you're working off of. And there's really two parts to what I do. One is what's the goal presentation, and then you get your sales team to deliver it. And, when I come into, if I let's say I'm working with a solopreneur or someone who's got, maybe 10 employees or less. They oftentimes, or the operator or the technical luminaire company, but by default become the defacto head of business. which there often miscast. So how do I take someone who's out there selling their business because no one else as well as them, but they're newly shaped correctly to do it. Ake it into their words, how they speak. So I'll spend time with them. And this is one thing that I teach people all the time. When I'm writing any kind of copy or any kind of presentation. I always write it to be spoken. Whereas I find most of the world writes it's writting and to be read. So I'm going to speak differently. If it's a text that is going to be spoken. So how often do that is all actually go out and record my thoughts on the product and then take that and gather into a script. but to answer your question properly, Eric. Yeah, definitely looking at how it's, what the script is. And then once that is either been rebuilt or oftentimes, but there are occasions where I come in. I'm like, ah, that's pretty much perfect. And maybe some slight. Verbiage changes, but then when you take that and give it to your salespeople, how are they presenting it? What pace are they speaking? Cause there's a lot, oftentimes you've got to LA and she got to get through if you want to get through that part really quickly, but when something's really important Where do you pause? How do you build up to a reveal? So those are the real two key components of how I involve myself with companies when I'm with their sales presentation, then getting the team to actually go ahead and deliver it.

Eric Dickmann:

I think that's really interesting as a podcast host. Oftentimes guests will send me an introduction to read. that just gives a short bio of their history. And I find myself when I read these things. struggling sometimes because they don't roll off the tongue. There's a lot of information that they cram and do a couple sentences, but it doesn't roll off the tongue very easily. And so I find them rewriting a lot of them because you just want to say it in a way that's more familiar, more casual, more easy to understand. So I think that's a very interesting point that you're bringing up about speaking at first and then writing it down second.

Nick Capozzi:

I'll take it even a step further, actually posted a piece of content on my LinkedIn today about crutch words, and a lot of. How can everything be amazing or life changing or disruptive, right? It can't. So what I was actually, suggesting people do today is take one of your 30 minutes zoom conversations. Click, play in your web browser and then open up a word document and click dictate. And it's, it is a very uncomfortable experience to actually go through and realize, how many times you said amazing or it's incredible. And when you go through and change that, it allows you to be more engaging. And at the end of the day, there is nothing more important than engagement when you're presenting anything. Another thing that I think is really important, when I'm coaching people. They're so afraid of missing the key word or key phrasing that's worked for them before, let's keep talking and make sure they get everything out. And, Oh, when I sold Eric that time, I definitely said that was, I'm going to say that. So what I try to get people to do. And let's just for the sake of this conversation, talk about it a 33 minutes. Is wanting do is lay out your key points and you really want to hammer those points home. Be deliberate with them, but after you've spent two, three minutes building rapport again in a 30 minute window. You really want to only have about seven minutes of talking about what you have and what you want to do is lay the breadcrumbs for them to ask questions back to you.

Eric Dickmann:

So I think if we go back to one of the things that you said earlier, a lot of times, the principal of a business. the founder is typically technical they're in the weeds. They love their product. There are enamored with all the things that it does so how do you pull those people back and say, you've got a, you got to ease off that and you've got to build this into more of a story that's of interest to your audience.

Nick Capozzi:

How do you edit yourself? It comes down to, and the hardest thing for anyone to do. And I'm a guy who's not afraid of being in front of camera or getting out and just talking. But even for me, the hardest thing for me to do is sit down and watch a recording of me going and speaking. It's really difficult. And I think the opportunity that's missed, if you just want it to self-correct quickly. if I never had a conversation with Eric and you said, Nick, give me one piece of advice. I'd say, watch your meetings and just look for patterns positive or negative. And I think something else that's really interesting. Again, getting into, especially founders. Let's say you've had your business for five years. in the first two, three weeks, when everything was exciting, it's like a new relationship. You may have come up with what as your tagline that you're still using today. the reality is your business has evolved over those 60 months and there's nowhere near, like it was at the beginning, but you're still using that. And it becomes a crutch. So the first thing I always ask people is. and I'll literally pull up a timer and I'll say, okay, you got 45 seconds. Tell me what you do. One out of 50 we'll mail it. And it's not that there's a right way to do it. It's that I think people oftentimes don't know how to express. Exactly what it is. They do. And if you take a little bit time and a size, you know what the key phrase thing is, you can really increase the likelihood that someone is going to have a light bulb moment and say, Oh, that makes sense to me. Okay. That's interesting. Now I want to have a conversation with you.

Eric Dickmann:

So do you like them to frame it in terms of how they're solving a particular problem?

Nick Capozzi:

It really, see, and that's the rabbit hole we could go down. That's a whole other conversation because it really depends on the product. So selling software as a service is going to be a one 80 from pet food. As an example. so it really depends on, pulling out that story. And a lot of people talk about storytelling and it's very relevant. But how do you tell a story? And sell that story at the same time. And that's where you really have to look at what the business is. I worked with this great manufacturing company here in Phoenix. And, when I first started working with them, they kept telling me we're a manufacturing company. We're a manufacturing company. And when I dug in a bit more, I understood that one of the co-founders was actually an engineer. And that all the competitors engineered their products off shore and everyone tested their products off shore. And everyone project managed offshore, not this company. They did everything here in Arizona. And so I said, you're not really a manufacturing firm, cause that's just clumps you in with everyone else. That's doing the same thing. That's off shoring, everything. You're an engineering and manufacturing firm. That focuses on developing products here in America. And tests everything here in America. And then when you have a project management issue, when we've done a great job of engineering and manufacturing, something for you, and now we're actually on site installing. And you have an issue. You've got Lindsey on the phone or Mike on the phone here in Phoenix. You're not dealing with someone overseas. how do you think something that's about manufacturing and shape it? really, it was just digging into the story. Now it's something that they knew, but they just, no one had shown the light on it that way before for them.

Eric Dickmann:

I think that's an interesting point because many businesses will default to saying that their unique differentiator is. It's price it's that our widget is 10 times better than somebody else's widget, or it comes in more colors or, we can ship it to you a day faster, but oftentimes their biggest differentiators are things just like you said that maybe it's made here in the USA. Maybe they've got a reputation for just outstanding customer service or, they can restock your shelves overnight or something like that. But many times they default the things that truly aren't differentiators that any one of their competitors could say as well.

Nick Capozzi:

And I think it's just, we live in this kind of technobabble world where everyone's what are they doing? Let's do the same thing. And there's not a lot of innovation and creativity. And people talk to me and they say, Nick, you're in sales. I actually consider myself a creative marketer. I'm a creative person. That's what I am. I grew up in Montreal. It's a French city. We grew up with architecture and art. When I tell people that they're like, what. What are you talking about? So for me, it's about crafting something it's artisnal and I think when you have that kind of perspective, you can take something that's a SAS, or you can take something that's about manufacturing and still apply those same. Ideas about creating something that's artistic and creative and really at the end of the day, that's what people want. That's why we watch television or watch movies or whatever it is to be entertained. It's the same thing. And I think, Rapport is really important when it comes to presentation. The other thing that people miss is setting the tone. Whenever I get on a call with someone. I'm like, hi, how are you? And it catches people off guard. Cause they're not expecting that. But what I've just done is one, they liked me a lot more now because people buy from people. They like, we know that's well-established. But people like being around people who like them. So I'm excited to talk to Eric because I'm a people person. So Eric, how are you? That changes the whole dynamic of the next 29 and a half minutes of what we're going to talk about. And I think when I talk about bringing energy up and really engaging people. People think that they have to keep that energy through the whole conversation. That doesn't really work, but what you want to have it. If you want it to be an arrow in your quiver. So when you need it, when you need to break out a little bit more boost, you can do that. And I think. I talked to people in they're like, yeah, but Nick, I'm on zoom meetings all day. The reality is that when you go home, you can get, take out because you're too tired to cook. But if you want to be really good at sales and really crush your targets, you got to bring energy and get people enthusiastic and excited about what you're talking about. Cause otherwise they're doing other things. They're multitasking. We might be on a zoom, but I've got other browsers going on and I'm replying to an email. If I've got you engaged and I've got you excited. More likely I'm going to keep your own divided attention for that period of time.

Eric Dickmann:

Hey, it's Eric here and we'll be right back to the podcast. But first, are you ready to grow, scale, and take your marketing to the next level? If so, The Five Echelon Group's Virtual CMO onsulting service may be a great fit for you. We can help build a strategic marketing plan for your business and manage its execution, step-by-step. We'll focus on areas like how to attract more leads. How to create compelling messaging that resonates with your ideal customers. How to strategically package and position your products and services. How to increase lead conversion, improve your margins, and scale your business. To find out more about our consulting offerings and schedule a consultation, go to fiveechelon.com and click on Services. Now back to the podcast. When I went to your website one of the first things that you do is you have a YouTube video up there. And I think the first thing that you say in that video is, Hi can I get you a cup of coffee or some water? And that is a little bit a disarming because that's not how people typically open a video on the web, obviously because you can't get me a cup of coffee or water, but it immediately did build a little rapport. It showed an informal casualness that made the rest of what you were going to have to say a be a little bit more in context. we've gone from a world where salespeople oftentimes could get in front of their customers, where they could build that rapport, where they could read the room, read the body language. That's all a whole lot tougher in this world of virtual meetings. So what are some other things that you would suggest to people in terms of building the rapport, reading the room, understanding how to get that engagement from a virtual audience.

Nick Capozzi:

That's a great question. And I'm also going to preface it by saying Eric, that this is the future. I think at some point we'll go back to hopping into airplanes, but I think a lot of people realize that if you can master this right now, This will set you apart from your competitors. One of the things I think that also is really important is, how your reading people's body language. And I have an unfair advantage because some of the stuff is so difficult for me to pull it out and teach it. people talk about 10,000 hours. I have about 20,000 hours of live presenting to about 500 people at a time. So how I've absorbed body language. is something that in how I deliver anything that I do has been built to, appeal to everybody. So that's one thing that people are caught off guard with his, I'll connect with someone from New York, someone from California, someone from Iowa, someone from Texas, It's really a broad thing. And I think. Reading body language and understanding. Do I have this person engaged is the most important thing you can do? And that's goes back to what we talked about earlier. Building rapport. Oh, you're from st. Louis. How does the whole world not know about Tosta ravioli's from mom on the Hill. It's the greatest thing I've ever eaten. It is one of the greatest things I've ever eaten. And every time I taught this one from st. Louis, I go write the toasted ravioli or provolone cheese. And Eric, I'm telling you go Google provolone cheese. I don't know how this is not distributed across the country. But that building rapport now. I get, I don't like the word disarms, but I understand the. Disarms you. So now I see your body language is more relaxed. I've got you engaged. How do I maintain that throughout? Because again, this is the future. This is, we're living in it now. So how we adapt to this is going to really separate the wheat from the chaff.

Eric Dickmann:

And as a salesperson, there are many different ways that you connect with people. Obviously there's the marketing message on the website. Maybe some video content there. There's emails there's, ultimately your presentation, whether that's a PowerPoint or a keynote, what are some things that people can do just to make their content more engaging? Maybe start out with a sales email. What do you think people do right and wrong? When it comes to writing a sales email, whether it's a followup from a meeting or sort of a cold email outreach.

Nick Capozzi:

I think it's lack of personalization. I think so specifically with emails, it's a lot of, we live in a copy and paste world. Whereas again, I'm going to pull out every single piece from the conversation that you and I have discussed, and I'm going to put that back in. To show you that I was also engaged and that I, And I think what we talked about, presentations, people sometimes get lost and they're like, okay, so Nick, you're going to help me with my 30 minute presentation. It's really about having that first conversation, which opens up the next conversation. one of my favorite things to do and people love this is I'll go to loom.com. I paid$10 a month. And what I'll do is I'll just click record. And I will customize a thank you. It takes me 45 seconds. I copy and paste it into the email. And I'll say something along the lines of, Hey, this isn't a generic video. I just wanted to truly thank you, Eric, for the time that we spent today. And then when people say that they're like, Holy smokes, who is this person that I'm talking to? They took the time to make a customized video to talk to me. It really changes the game. So again, if you're sending out a stock email, or even in your marketing, writing your marketing drip, It's so stock and again, it's very boxy, right? But if I customize it, That person not only wants to talk to me. They're the one asking for my calendar to book the next meeting.

Eric Dickmann:

I previously worked with a company called Getexcept it's like a DocuSign competitor. And one of their key selling features was. The ability to embed those videos in a contracts or proposals that were sent over. And it was a little ad, you could do that manually if you wanted, but it was a nice little addition to the workflow because here you are ultimately asking for the business, ultimately presenting a proposal, but you could do it in a video. You could do it in a much more personalized way, rather than just a copy and paste email, like you said, and I'm amazed how few people actually embed videos in their emails. I've had a few, who have done the old, or they hold up a cue card and they say, hello Eric, or something like that to get you actually to click and play the video. But it works almost every time because you know that there is some personalized content there. So I think that's great. Do you find that sometimes when people put together a presentation, they want to be too much like Steve jobs. they want to do something that's too over the top and fancy for what their skill level is.

Nick Capozzi:

That's a really interesting question. I think if you let, so let's talk about Steve. How about live presentations? So let's talk about, I'm not having a one-on-one with you. And now I'm in front of maybe 50 people who are at my webinar, Versus maybe 200 people who were at a live session and maybe a conference before. I think everything that I've talked about. Not only applies, but is amplified in this situation. I want to build engagement. So what I would do when I was on a cruise ship, I'd have a microphone in my hand, I'd be in the theater and there would be 500 people there. what I would do is what I would call pre-talk. So for 15 minutes I would walk through the crowd. literally up and down the stairs. Hi. How are you, where are you visiting from and engaging people in conversations? Because one, it was more interesting than just sitting there listening to music, playing right. or some sort of presentation. but now subconsciously they realized I liked this guy and some consciously they've committed to buying something from me. And that wasn't going to be a bag of coffee from Jamaica, or is it going to be a Swiss watch and grand Cayman? I don't know yet. But they've decided that they liked me. And I think that it, the exact same thing applies. If you're in front of a group, what's more important than your messaging about what you're selling is your messaging about you as the individual and how do I get people on team Nick as quickly as possible? And I think people who really succeed at this, and it ha it's a lot of salespeople because they're in sales because they're personable. But the more personable you are. The more that people are going to look at you and say, okay, wow, this is interesting. I'm going to give more attention. I'm not going to be on my phone through this presentation. It's less about here's my sales one two three. It's about, Hey, what are we all doing after this? Oh, what, should we have a virtual happy hour? Did everyone bring their glass to cheer? Whatever it is, whatever works for you, but I guess, the best way to say it. Be playful. Be a little bit playful. And if that goes against how you're wired, then maybe it shouldn't be you doing the presentation. Maybe it should be someone in your team. Who can build that kind of rapport and have a little bit of that playfulness to, first engage and then maintain the engagement.

Eric Dickmann:

I love that because, having attended many conferences and even watching things like a Saturday night live, you see how audiences respond to people. If it's somebody that they know, let's just use the Saturday night live example. if it's a character that they know almost without them doing anything, they will laugh. I think there's a relationship with the past work that makes them feel comfortable with the character. And they just immediately accepted, whereas maybe a guest host who is on, who may be a very funny person. They don't quite know the character that they're trying to present. And so they have to warm up to it a little bit.

Nick Capozzi:

I'm taking that and I'm stealing that. That's great. I love it.

Eric Dickmann:

Yeah, I read there's that there's been a lot on the air. Lately about, the presidential election and whatnot. And Jim Carrey has been playing Biden on there. And people have had to warm up to that where as Alec Baldwin has been playing Trump and they know that character it's been on for awhile and they immediately laugh at whatever he says. And so I see this with speakers as well or salespeople when they present is maybe they come out too fast and furious trying to be funny or tell jokes instead of really, showing something about themselves, really letting the audience understand who they are warm up to them. Before they go right for the punchline.

Nick Capozzi:

Absolutely. I think picking the right person in your organization to be the face of your organization, to be the mouthpiece of your organization is really important. And this is gonna, this applies to someone who's got 10 employees or a thousand employees. Who is the face of your organization? And there's been times where, you know, I've run into owners and, they've got an amazing person out, just oodles of personality. I'm like, Oh, you're the face than the Oh, I don't want to be, I don't want to be. And I'm like, but this is what we've talked about. We need to talk about you. Because you, I'm not even thinking about how beautiful the jewelry is that you make or how fantastic this it service is. You are so interesting, right? And when I can get people who have that. And really bring it out of them. it changes the whole dynamic of it changes the trajectory of their company. And I think, we're talking about video. I just had a conversation before we got on today, Eric and this gentlemen is look, I understand that you're telling me I should be putting content out there and I should, Be engaging with people, but I'm so uncomfortable. I'm so uncomfortable. Okay. Even with all the hours I have, it still makes me uncomfortable. To put something out to my network of people who are gonna say, Oh wow, there's Nick again. But the reality is that there is no better lead generation tool; at least in my experience, then being able to have some pre engagement with people and get them interested in what you're talking about. no, I think that's, Look, the reality is if someone has built a business. they're a visionary and they're driven and usually they're very, I'll say focused. So a lot of times they're like, no, it's me. It's I, it has to be me. But if you can just look at it from a different perspective and shine, a light on someone else who might be a better fit, there's a real opportunity there for you to get more attraction. Build more leads, close more. So.

Eric Dickmann:

Nick. This is a fascinating topic. I think we could talk about it for hours. And as a marketing person who works very hard with companies to help them get sales ready leads. I absolutely am in favor of salespeople being able to have a better pitch and close those leads. So I think you provide a service that is needed out in the marketplace. Very badly. Tell people where they can find you on the web.

Nick Capozzi:

So again, I have a terrible website, it's salespitching.com. but if you want to book a meeting with me, I have a 15 minute conversation with a great place to do it. Where I'd love for you. If you're listing connect with me on LinkedIn, it's just look up my name and NI C K C A P O Z Z. I.

Eric Dickmann:

That's great. I really appreciate you spending some time with me and the audience today, sharing these tips. And if you are looking to redefine your sales process and put a better sales pitch in front of your potential I definitely look up Nick on the web. Thank you so much for being here today.

Nick Capozzi:

Thank you, Eric. Thanks for having me. It's very gentlemanly of you.

Eric Dickmann:

Thank you for joining us on this episode of The Virtual CMO podcast. For more episodes, go to fiveechelon.com/podcast to subscribe through your podcast player of choice. And if you'd like to develop consistent lead flow and a highly effective marketing strategy, visit fiveechelon.com to learn more about our Virtual CMO consulting services.