Component of Conversations: Creating the Right Sales Pitch

Around 95 percent of companies have a template set for their sales pitch:

“We are XYZ company. We have shops everywhere. We offer great products or services. We are an innovative, award-winning business that clients love.”

If this sounds familiar, then your pitch is landing on deaf ears.

Worse, your generic pitches may be decreasing your chances of making sales by irritating 59 percent of your prospects.

Therefore, you need to drop your current pitch and create one that delivers better results and happier clients.

Related Article: Staying Motivated: 10 Quotes to Inspire Your Sales Team

5 Components of a Successful Sales Pitch

Contrary to its namesake, a pitch doesn’t mean hurling information at your prospects and expecting them to catch it.

You need to get them to react to it, possibly even bat it out of the stadium so that they can begin running to your store or carry out a desired action.

Unfortunately, despite claims of simply dreaming up the perfect pitch after a good night’s sleep, marketers actually put a lot of effort in determining the following five components of the right sales pitch.

1. A Mutual Point of Agreement 

You need to establish a connection with your buyer. Traditionally, this is established during face-to-face conversations.

However, online marketers will need to wield content to show that they agree with what their clients are saying.

2. A Solution to a Problem 

Consumers mainly purchase products or services they believe will solve any problem they’re facing.

Therefore, you need to show how your offerings are the perfect solution. To pull this off, you’ll need to explain the problem and even talk about it as much as the solution if not more.

3. A Point of Difference 

Your product or service may not be the only one your prospects are considering. So, use your pitch to explain what makes your offerings different and gives them a unique space in your market.

4. Benefits and Features 

You need to highlight what’s so great about your point(s) of difference. For that, you’ll need to discuss both features and benefits.

However, don’t spout facts only. Use your knowledge of your target audience to understand why they would care about a feature and explain how it helps in solving the problem they outlined.

5. A Call to Action 

Probably the most important factor, a CTA is where you ask your prospects to take action. If you don’t ask for the sale, your clients won’t go through with it.

Related Article: Get Inspired: The Top 10 Blogs on Sales Management for 2016

Five Tips for a Money-Making Sales Pitch

In addition to the five components above, follow these five tips to overcome the hurdles of creating the perfect sales pitch and ensure that it resonates long after you’ve delivered it.

1. Do Your Homework 

Even if you’re selling the fountain of youth, your product won’t sell itself. However, for your pitch to be perfect, you need to understand your customer.

If you’re one of the 82 percent of marketers who don’t research their customers, you’re out of sync with them.

So, stop pushing your prospects toward your competitors and tailor your message according to your clients.

2. Address Objections with Objections 

Make sure that your pitch addresses potential sales objections your clients may have. Traditionally objections fall into four categories: Budget, Authority, Need, and Time (BANT).

You need to be prepared to discuss each of these and offer value to your prospective clients.

3. Showcase Your Brand Advocates 

Adding the logos and quotes of previous clients has the power to boost your pitch. After all, your prospects will be comfortable knowing they’re in good company.

However, don’t expect your brand advocates to convince your prospects that you’re the best solution.

Instead, rely on them to get your foot through the door and make your clients more comfortable to hear the rest of your story.

4. Emphasize on Value for Money 

Since price matters for many customers, you’ll need to state it in your pitch. However, make it the last issue on the table as talking about it before validating a need can make your pitch fail.

Instead, highlight and re-list the benefits of features to make clients believe your offerings deliver great value.

5. Constantly Experiment with Pitches 

Creating the perfect sales pitch is an iterative process that comes with a steep learning curve. Therefore, don’t expect to get it right from the first go even if you’re a marketing professional.

Be ready to test your pitch on your target audience and hone it over and over.

With these tips in mind, you’ll inch closer to getting your prospective buyers to listen to what you have to say about your brand’s offerings.

Just remember to never meet a prospect unprepared or else you’ll just be wasting their time and yours.

Moreover, keep your pitch on-message to retain buyers’ attention and avoid losing them during the best parts of your well-crafted pitch.

Related Article: Born to Sell: What Makes A Successful Sales Personality?


What Next?

Recent Articles

Leave a Reply

You must be Logged in to post comment.