Episode Summary: "Perfect Pitch, Wrong Audience" – Pitch Me Podcast with Elan from Chile

Release Date: June 11, 2025

Introduction

In this compelling episode of the Pitch Me Podcast, host Kayvon Kay, a seasoned high-ticket sales expert with a track record of closing $38 million in deals, welcomes Elan from Chile. The episode, aptly titled "Perfect Pitch, Wrong Audience," delves into the intricacies of pitching a service aimed at helping high school students gain admission to prestigious U.S. colleges. Elan presents his business model, while Kayvon provides real-time, unfiltered feedback to refine his approach.

Elan’s Business Overview: Assisting Students with U.S. College Applications [00:46 – 02:49]

Elan introduces his venture, a school community designed to aid high school students—both domestic and international—in navigating the complex process of applying to U.S. colleges.

• Target Audience: High school students from freshman to senior year, encompassing all activities that bolster college applications.

  Elan [01:07]: "We help high school students in general because the process encompasses all of high school and every single activity that you do between freshman year and senior year can account."

• Partnership Model: Elan collaborates with his partner, Annabella, a professional with over 25 years of experience in college admissions consulting. Together, they transitioned from a one-on-one model to a scalable community-based approach.

  Elan [02:49]: "We built this school community to make a way of teaching that's more one to many."

• Personal Experience: As an international student from Chile who successfully secured university admissions and scholarships, Elan adds practical insights into the service.

Sales Process: From Outreach to Conversion [03:11 – 04:24]

Elan outlines his current sales funnel, which relies heavily on warm and cold outreach via texts, direct messages on social media, and direct school contacts.

• Initial Outreach: Engaging potential clients through personal networks and social media platforms like Instagram.

  Elan [03:23]: "I just text people that I know and also some cold outreach directly through school or DMs in Instagram."

• Free Community and Onboarding: Interested students join a free community and access the “Start Here” course, followed by an onboarding process.

• Strategy Call: A pivotal sales call framed as an "application strategy call," where Elan provides value and discusses the paid community option.

  Elan [04:13]: "This call would be like a sales call, but it's presented as an application strategy call."

• Primary Challenge: Convincing students to involve their parents in these strategy calls, as parents are the primary decision-makers and funders.

  Elan [04:19]: "I'm really selling to the parents and that's my main problem."

Challenges in Engaging Parents [04:24 – 08:15]

Elan discusses the recurring issue of students not bringing their parents to the scheduled calls, which hampers the conversion process.

• Failed Attempts: Often, students agree to involve parents but fail to do so, leading to lost opportunities.

  Elan [04:44]: "Sometimes they don't, and they say they will bring them because it's like a requirement in there."

• Potential Solutions: Elan considers booking follow-up calls immediately or scheduling meetings after the student has spoken with their parents.

  Elan [05:23]: "I was thinking the other option would be asking them, okay, how long would it take for you to talk to your parents and then you can come back with a meeting with them after."

• Emotional Barrier: Elan expresses fear of overstepping personal boundaries by probing too deeply into why parents are absent.

  Elan [09:07]: "I feel like it would be too much. I feel like it would be pushing too much into the personal."

Kayvon’s Feedback: Enhancing the Sales Approach [08:15 – 19:20]

Kayvon Kay offers Elan strategic advice to overcome the challenge of engaging parents effectively.

1. Establish Authority Early:

   • Emphasize the importance of having parents involved right from the initial contact.
   • Ensure that all communication materials consistently highlight the necessity of parental participation.

2. Cultivate Curiosity:

   • Instead of making assumptions, actively inquire why parents aren't present.

     Kayvon [06:18]: "I would get more curious and ask them, why didn't they bring the parents?"

   • Possible reasons might include lack of communication, relationship issues, or financial constraints.

3. Deep Dive into Client Profiles:

   • Move beyond basic information like current school year.

   • Gather comprehensive data on grades, extracurricular activities, leadership roles, and personal motivations.

     Kayvon [18:55]: "What are your extracurricular activities? What communities are you part of? What leadership stuff have you done?"

4. Use a Structured Script Framework:

   • Develop a flexible script that serves as a guideline rather than a rigid dialogue.

   • Ensure the script addresses the client's problems, consequences of inaction, and envisions the desired outcomes.

     Kayvon [21:26]: "It's not about just following the script word for word. It's making sure you understand the framework of why there is the script there."

5. Handling Guarantees:

   • Acknowledge that absolute guarantees are impossible.

   • Instead, focus on the enhanced likelihood of success through the program.

     Kayvon [20:46]: "I can guarantee you the chances of getting to school, going through our program is much higher than doing it alone."

Commitment and Realistic Expectations [19:20 – 21:26]

Kayvon emphasizes the importance of setting realistic expectations and securing client commitment early in the sales process.

• Transparency: Clearly communicate the competitive nature of top-tier universities and the no-guarantee reality.

  Elan [20:12]: "But we can't give guarantees. At some point, it's really random."

• Commitment Before Presentation: Ensure that the client is committed to the process, making them more receptive to the solutions presented.

• Balancing Empathy and Authority: Maintain a balance between genuinely caring for the client's success and asserting authority over the subject matter.

Script Utilization and the Pitch Me Framework [21:26 – 23:07]

Kayvon discusses the significance of using a structured script framework to guide sales conversations effectively.

• Framework Over Rigid Scripts: Understand the underlying structure and purpose of the script to allow flexibility during conversations.

  Kayvon [21:26]: "It's not about just following the script word for word. It's making sure you understand the framework of why there is the script there."

• Pitch Me Framework Steps:

  1. Identify the Problem: Understanding the client’s challenges.
  2. Consequences: Outlining the repercussions of not addressing the problem.
  3. Dreamland: Painting a picture of the desired future state.
  4. Commitment: Securing the client’s dedication to the change.
  5. Presentation: Offering the solution aligned with the client’s needs.

  Kayvon [26:35]: "That's the pitch me framework. But you have to understand the nuance of that and you need to follow it."

• Empowerment Through Questions: Use probing questions to uncover deeper client needs and motivations, enhancing the ability to offer tailored solutions.

Key Takeaways and Conclusion [23:07 – End]

As the episode wraps up, Elan reflects on the insights gained from the feedback session.

• Elan’s Main Takeaway:

  Elan [27:10]: "So the main takeaway is that I have to completely redo my script because it was made for the students and even though I knew who I was selling to, I wasn't really preparing to sell to them."

• Kayvon’s Closing Remarks: Reinforce the importance of structured frameworks and authentic engagement in sales, encouraging listeners to adopt these strategies to enhance their pitching effectiveness.

  Kayvon [26:56]: "If you do, you'll be able to make more sales, connect to more people and change lives."

Notable Quotes

• Elan [01:07]: "We help high school students in general because the process encompasses all of high school and every single activity that you do between freshman year and senior year can account."

• Kayvon [06:18]: "I would get more curious and ask them, why didn't they bring the parents?"

• Kayvon [18:55]: "What are your extracurricular activities? What communities are you part of? What leadership stuff have you done."

• Kayvon [21:26]: "It's not about just following the script word for word. It's making sure you understand the framework of why there is the script there."

• Elan [27:10]: "So the main takeaway is that I have to completely redo my script because it was made for the students and even though I knew who I was selling to, I wasn't really preparing to sell to them."

Insights and Lessons Learned

1. Identify and Target Decision-Makers: Understanding who holds the purchasing power (in this case, the parents) is crucial for effective sales.

2. Authentic Curiosity Builds Trust: Asking genuine questions about why parents aren't present can uncover barriers and foster trust.

3. Structured Framework Enhances Flexibility: Utilizing a structured sales framework allows for adaptability while ensuring all critical points are addressed.

4. Commitment is Key: Securing the client’s commitment early in the process makes subsequent solution presentations more impactful.

5. Balance Empathy with Authority: Showing genuine care for the client's success while maintaining authoritative knowledge builds a strong salesperson-client relationship.

Conclusion

"Perfect Pitch, Wrong Audience" offers valuable insights into the challenges of high-stakes pitching within the educational consultancy sector. Through Elan's experience and Kayvon's expert feedback, listeners gain a deeper understanding of the importance of targeting the right audience, cultivating authentic relationships, and employing structured frameworks to enhance sales effectiveness. This episode serves as a practical guide for entrepreneurs seeking to refine their pitching techniques and achieve greater success in closing high-ticket deals.