Pitch Perfect: 5 Top Tips For The Perfect Sales Pitch
When it comes to pitching your business idea, product or services to prospective investors, clients or customers, the task at hand can seem daunting and if you are under-prepared, doomed to fail. Many businesses rely on the success of their in-person sales pitch or presentation and while you might be adept at running your business from behind the scenes, perhaps you have less experience actually selling what you do.
It can also be difficult to find time to plan out what exactly it is that you want to say. You know the business like the back of your hand, but this won’t be enough to convince a potential buyer to hand over their cash. You have to understand, not only the way that your business works, but why it works for your clients. Read our 5 tips below so that you can become pitch perfect.
1 The elephant in the room: talk about it
Address your clients’ concerns head on. Don’t even give them a chance to bring it up. Take time to think about what your customers are the most hesitant about when it comes to buying into your service, or acknowledge the less clearly defined steps in your business plan. Do not apologise for these problems but offer solutions.
Communication at this early stage can help foster a better working relationship and save you from misunderstandings in the future. It will also clear the air and reflect positively on your ability to solve issues and cater to individual circumstances.
2. The language you use is important
Firstly, no one will get excited about a product or service that you can’t even muster a drop of genuine enthusiasm for. Get excited and get involved with what you are selling: this is your business, tell us why it is important to you, why you love doing it and how long you’ve been at the top of your game.
Using emotive, inspirational language is a great way to engage your audience and help them better understand your product on a personal level. People invest in people, not companies, so let your personality shine through and make sure you are someone that they want to work with.
3. This is a conversation, not a sales pitch
Whether or not you feel comfortable standing up in front of a power point presentation in a formal environment to give your pitch, you should remember that the atmosphere you cultivate while you pitch can have a dramatic impact on your prospects’ decision to hire you.
You should avoid situations that see you talking for ten minutes straight and then taking questions at the end. Your aim should be to go in knowing how your product helps people and leave understanding how it will help this particular client. Listen to what they say they need, talk to them about how what you do will benefit them in the short and long term. Make them like you. If they don’t hire you this time round, they might remember you next time.
4. Use props, proto-types and images to tell a story – sparingly
Don’t over-do it with the props. They can be great to add something extra to your pitch, helping you engage your audience by allowing them to picture themselves using your product or service. They also allow you to show off what you can do without having to say the words, “I’m really good at what I do,” without being able to back up the claim.
For designers, something as simple as a great business card can create a great impression on prospective clients and it sits in their wallet for X amount of time, keeping your name and design ideas in the back of their mind.
5. Use examples to back up what you are saying
Examples and statistics should be treated in the same way as props and images. They’re a great way to back up what you are saying, but you shouldn’t over-use them because then the whole pitch becomes a numbers game. Remember, you are trying to cultivate a personal connection.
Include enough examples figures to sufficiently verify the claims you are making about your greatness, without boring your prospects.
Keep in mind that your pitch is one of many. Your prospective clients will have seen many before yours and may have a few more lined up for after you leave. You need to create a lasting impression in order to secure their business. Emphasise the unique points about the benefits that you offer – what can they get from you that doesn’t exist elsewhere in the market?
If you are looking for a more in-depth report on how to plan and prepare for the big pitch, including some weird and wonderful stories of some of the most bizarre pitches of all time, download Pensar’s e-book to make your life easier and help you avoid facing those Pitching Nightmares.
This post was written by Sara Fernandez, Marketing Executive at Pensar, one of London’s leading IT companies, providing you with the advice you need to improve your productivity and cut costs.