Here's my pitch atm: 2a) Identify the Common Problem "…You know how in the logistics industry today, people can get overwhelmed dealing with...[Insert logistics-industry pain points] ...Demanding clients with unrealistic expectations about delivery and transit, which puts the pressure on to really quickly get super-specific quotes from ridiculously-complicated excel data documents under super-tight deadlines, whilst dealing with unavoidable transit delays, or extremely costly data errors. Whilst multiple other customers are knocking down the door for even more quotes or answers you need very specific data in front of you to even answer. At least that’s why our clients say they feel pressure, which is understandable… (Q) “…So does that resonate with your guys experiences as well?” A: Completely understand, 2d) Link back to offer "But to be clear – my job isn’t to sell anything here, Most of our business actually just comes from voluntary word-of-mouth, so all we’re seeking is your permission to work on 100% complimentary customised Data Strategy Report, usually worth 15,000 dollars, specific to your company" And the idea is if you see the value in working with us after that, great! If not, you walk away with a free data-strategy-plan (worth 15k) and valuable, genuinely useful insights from an industry-leading data specialist group…

Way too long this is from complete beginner

What's killing my confidence right now is: Not fully understand my offer or my clients day to day problems. The complexity comprehensiveness of the offer - a data consulting company - that helps with everything around data.

@Giulio Segantini ah so well articulated understanding of problems are sexy

@Steven L. Ah solves your problems - which comes from them feeling you understand their specific "data related pain-points" that consistently happen whenever they deal with data [offer area]. The more pain you can empathize with, the more you bond = the more trust for solution Takeaways from your guys advice: Active listening, active understanding, active empathy.