Back when I was signing partnerships for Helbiz in New York, I lost a deal to a competitor with a worse offer.
Why? Because the decision-maker trusted them more.
That’s when I learned the truth: prospects don’t just buy the product — they buy the person delivering it. The “Why Me?” factor can tip a deal even when features and pricing are identical.
Here’s how I build it into every pitch:
1. Show skin in the game.
Share moments where you’ve personally taken a risk for a client or project. People trust people who commit beyond the minimum.
2. Become a resource, not a vendor.
Send them an article, introduce them to a contact, or share insight unrelated to your sale. This signals, I’m invested in your success, not just my commission.
3. Let them see your “why.”
If they understand the personal mission behind what you’re selling, they’ll remember you as much as your proposal.
4. Mirror their values.
If you’re pitching a sustainability-focused brand, highlight your work in that space. If they value speed and agility, tell stories that prove you deliver fast.
When I’m at my best, I make it so that even if my offer vanished, they’d still want to keep me in their circle. And here’s the paradox — when they want you, the offer suddenly becomes more attractive.
Takeaway: Never let the product carry the full weight of the sale. Make yourself part of the value equation. People might say yes to the deal, but they commit because of you.