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Michelle Weinstein, AKA The Pitch Queen, is the host of Success Unfiltered, which features an array of unique and inspiring guests. She talks to all kinds of innovators and achievers, including multi seven and eight figure entrepreneurs, Shark Tank veterans, authors, performers, and investors.

Her guests share their most intimate stories, no holds barred. It’s the raw and vulnerable stuff that you don’t always hear about, like major rejections, epic failures, and unrelenting setbacks.
They share their most inspiring stories of overcoming adversity, never giving up, and achieving success beyond their wildest imaginations.

She created this podcast to help entrepreneurs realize that they are NOT alone. Everyone who has attempted something epic has had their share of setbacks, failures, and NOs. By sharing unfiltered stories from extraordinary individuals who overcame hardships and ultimately achieved their version of success, her hope is to inspire others to stay in the game and hold out for their own dreams.

Her mission and goal is to inspire rising entrepreneurs to break through barriers, overcome obstacles, and make a bigger impact in the world. It’s her passion to show people how to take action, own their value, and grow their top-line revenue. You CAN build a successful and flourishing business and make a global impact by doing what you love, and Success Unfiltered will inspire you ever step of the way!

Aug 7, 2019

115 | Chris Hunter Teaches Us How to Create Sales Urgency with an Exclusive Offer

Do you ever feel like investors take forever to make a decision? Do you know how to really entice investors by providing them with an exclusive offer?

Chris Hunter is the Co-Founder and CEO of Koia, the 100 percent plant protein drink that is naturally craveable and uses simple ingredients to deliver unparalleled nutrition. In 2016 Hunter joined the Koia team, quickly scaling the brand by launching it nationally at Whole Foods Market in September 2016 and driving it to become the most productive protein brand in the natural channel in less than 18 months. Hunter believes plant protein is the future, but that it will only work if people love how it tastes. Koia achieves this as it has low sugar and high protein but doesn’t compromise on flavor. Koia is now sold in more than 4,000 stores across the country and recently expanded its portfolio with their new Fruit Infusions. 

You’ve pitched and you’ve pitched, but here’s what you’re hearing:

  • “NO”
  • “Let me think about it…”
  • “Let me get back to you…”

Does this sound familiar? What does it take to get to a fast YES! It might be time to consider how you can build in urgency into your offers, to help investors make a fast, confident decision.

I have a friend who is a VP of marketing for a watch company, and they make exclusive, limited-edition products.

Let’s say that a baseball team is going to the World Series, and the company makes a small number of high-end watches that celebrate that accomplishment.

By making this product incredibly limited, the demand grows higher, and people who want to buy the watches are encouraged to make a fast decision so they don’t miss out! And at premium pricing.

A small supply of a great product can often create a high demand, which leads to a greater sense of urgency to make a fast decision, whether it be to purchase, or invest.

This week’s guest on Success Unfiltered, Chris Hunter, learned that when he changed how he presented his business to investors, he was able to create a sense of exclusivity and urgency. That led to sold-out products, and a high consumer demand, which created opportunities for Chris to expand his business even further.

Are you ready to create a sense of urgency & more demand with your product or service? If so, this episode of Success Unfiltered is a MUST LISTEN!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

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Special thanks goes out to Chris Hunter for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

What Makes The Pitch Perfect? Do you love what you do but don’t know how to tell people about? Stop stressing over the perfect pitch! Get on that elevator with confidence and tell the world what you do with style. Grab my FREE Guide 3 Steps To ROCK Your Pitch (And Get More Sales)!

Here are a few key secrets we talked about in this episode:

  • Michelle introduces Chris Hunter.
  • For a long time, Chris wore two hats: he worked full time as a vodka salesman, and when he went home, he worked on his startup idea.
  • Chris had a big idea: a caffeinated alcoholic beverage. But he and his co-founders kept hearing NO from investors, who didn’t want to invest in a large inventory of an unknown product. 
  • When they kept hearing “we’ll think about it” as a response, Chris knew they had to rethink their pitching strategy!
  • Chris knew they’d have to change how they worked their business, because they weren’t making money. It cost more to manufacture and ship than they were earning in revenue!
  • For his next pitch, Chris told the investor that he could only have FIVE cases of the product; that it was very exclusive. From that pitch, he got a YES!
  • “The path that's normally taken doesn't always work, especially for entrepreneurs with no track record or no history so I had to get creative.” ~ Chris Hunter
  • When Chris made his product scarce and exclusive, it became more desirable.
  • When the company grew, and “leveled out,” Chris found himself wondering how he best fit into the big picture of the company.
  • Chris discovered “Not Your Father’s Root Beer,” and signed a deal with them to be their distributor. When they followed the exclusivity model, bars would sell out within 15 minutes when they did have the product.
  • The team didn’t see eye-to-eye on how to handle their success. Chris wanted to use the exclusivity model to launch other brands; his business partners wanted to use the income from the exclusivity model to pay off business debt.
  • Chris offered his business partners the chance to buy him out, but they said NO. They offered to buy them out. They said NO. Chris felt stuck.
  • Finally, they fired Chris, while he was away at a trade show. While he felt many emotions connected with that, he felt relieved that he could finally be himself again, and push to find new endeavors.
  • Everyone has a different approach to work out after being fired, and Chris found a new business to work with and help grow. “It all works out for a reason.” as Chris says.
  • “It’s always harder than you think it’s going to be,” Chris says.
  • Chris shares what he would tell his younger self.

Connect with Chris Hunter:

What Makes The Pitch Perfect? Do you love what you do but don’t know how to tell people about? Stop stressing over the perfect pitch! Get on that elevator with confidence and tell the world what you do with style. Grab my FREE Guide 3 Steps To ROCK Your Pitch (And Get More Sales)!

Music produced by Deejay-O