You made phone calls, you chose prospects, you arranged a meeting and you gave the perfect presentation, but still, you don’t get as many sales as you would like? Do not despair and read carefully, because the secret between making a good business pitch and an extraordinary one lies in a very simple question: dialogue and trust.
The main mistake you can make in a sales pitch is trying to show that your product or service is the best on the market and rushing directly to the sale without asking your prospect questions first. But this is a serious mistake. Many sellers are mistaken in thinking that their product is what makes the deal when, in reality, it is thanks to trust.
The key to giving a successful business pitch is that the potential client, from the first contact, can express their problems and then demonstrate how your product or service can solve them. More than a monologue, where only the seller speaks, the main thing of a sales pitch is to listen to start a fruitful dialogue.
A business pitch is not like it used to be a few years ago, today’s buyers are the best informed in history. This increased access to information has significantly transformed buyers’ expectations of a sales meeting, and displaying information they already knew can be boring and even generate apathy.
However, that does not mean that sales pitch is no longer necessary, on the contrary, it is the first contact between the client and your company, and, like any first impression, it is where trust is established. That’s when the buyer can learn more about you, fully understand what your company does, clarify what the online search could not, and detail their specific requirements.
How to do a business pitch
Once dialogue and trust are established, you can start to point out the details of your product or service. Follow these tips and examples of the business pitch so that all your sales meetings end with a successful deal.
- Prioritize sales – Priorities first: Are you investing your time in the right accounts? It is not about following hunches, but paying attention to your leads and the analysis you can make of them. Are they interested in your service?
- Decision-makers – Make sure you are talking to the decision-maker. Is it your interlocutor who is in charge of closing the deal? Often the first approaches are not with decision-makers, so it is necessary to build a relationship to gain the trust of the right person.
- Do your research – Don’t always make the same sales pitch where you only throw information into the air. Customize it by researching your buyer. Its history, its competitors, the industry, its former suppliers, or service providers. Remember that you can also benefit from access to information.
- Visualize the future – Often the ability to convey a story through facts and emotions is forgotten when doing a business pitch, but this storytelling ability can be the difference between a good presentation and a phenomenal one. Tell your client their own success story, where they are today, and where they could go together tomorrow.
- Next steps – Although listening to the prospect is necessary, don’t wait for him to take the buying initiative: the call to action is the responsibility of the seller and the most important part of your sales pitch. Make sure you are prepared to define the next steps, even if the customer is not yet ready to close the sale. You can schedule the next meeting and make it clear that you will follow up personally.
Now that you know how to make a successful business pitch, are you ready to put it into practice? Much success!