This Is The One Thing That 99% Of Prospective Clients Do And How You Can Learn From It…

Orren Prunckun
1 min readNov 29, 2023

99% of prospective clients I talk to say they want help with marketing, but what they really mean is they want help with selling and/or pitching.

Both are very different functions that create very different results.

Marketing is the act of value creation:

1) defining customers;
2) defining customer problems;
3) solving customer problems;
4) finding customers; and
5) generating attention and awareness in those customers.

Selling is the act of changing someone’s belief (particularly an objection), or beliefs (objections), to cause a buying decision.

Notice I didn’t say purchase.

Buying is simply accepting the truth of a statement.

Pitching is the act of presenting an offer/solution, which could be a product or service.

This is what most people think is sales/selling.

It is generally a bid to obtain a contract or other business.

An offer is a promise of providing a solution with certain terms and conditions.

Neither is better or worse than the other, but how you go about executing each and the results they achieve are very different!

Know what you want in terms of results and that will dictate what action needs to be taken.



Orren Prunckun

Entrepreneur. Australia Day Citizen of the Year for Unley. Recognised in the Top 50 Australian Startup Influencers.