The initial sales pitch is the first step in building a lasting relationship with prospective clients. To perfect that first step, the pitch has to be informative, succinct, and sensitive. In this post, I’m going to outline 5 sales pitch tips that are proven to close more deals.
Here’s the problem: Clients are receiving umpteen pitches a day–consisting of anything and everything to better their business and brand.
They know the drill. As a pitcher, treat your email pitches as if you were, in fact, a pitcher in a baseball game. Except, in this metaphor, you’re a rogue pitcher who wants the batter to hit a home run. If not, you’re the one who strikes out.
The Wind Up
Know who you’re pitching to. Prospects won’t waste time on you if you don’t know exactly what they can and can’t hit.
Study them, their business, and its needs prior to executing the pitch. A prospect isn’t going to swing at a pitch outside of their strike zone.
Start by perusing their website or LinkedIn profile!
Recommended tool: Charlie App
Before every call, there’s a few things you MUST know about your prospect:
- Where are they from?
- How long have they been in their role?
- What does their company do, who do they compete with, and how big are they?
- What relevant past clients have you solved similar problems for?
- What does a <insert title here> typically wake up in the morning thinking about?
The right discovery questions will get your prospects talking. The questions need to be jolting, forcing the prospect to become attentive and anticipate the throw.
Make the prospect want to tighten their grip on the bat, set their feet, and prepare to swing.
Here are some good open-ended sales questions to incorporate:
- We’ve been following X for a while, and are excited to chat. What sparked your interest to talk today?
- In your role (or for your team), what is currently top-of-mind?
- We wake up in the morning thinking about how to improve <X> for our clients, can you help me understand how you accomplish <X> for your team now?
- Why? (as a follow up to most questions always leads to deeper understanding and a better outcomes)
The throw needs to be seamless. A 100 mph throw makes for a 100% seamless delivery.
A fastball is straightforward, carries all the momentum from the pitcher, and is an easy hit for the prospect.
“A meaty fastball down the middle of the plate makes for a home run. Your presentation should be just like it.”
Here’s a great example of formatting an excellent demo pitch from Open View Labs.
Additional Sales Pitch Tips:
– Confirm the time you have available before the demo starts: “I have us down for 20 minutes, is that still okay?”
– End 5 minutes before to talk about next steps.
– If a lot of your sentences start with, “This is how you….,” you’re on the wrong path. Focus on clients, stories, and outcomes versus how-tos.
– And finally, my favorite tip is to be empathetic. Someone has given you time, and it’s not for show and tell. Define five places in your pitch or demo that you can relate back to their business.
Swing batter batter! Assuming the client responds positively, have some questions prepared that will help you determine the next step.
At this stage, it may be trial, business case, or deeper discussion with a larger team. A one-call close is rare these days, so have your next move in mind before you follow through.
It makes the prospect feel comfortable and not rushed. Once you reach an understanding with a prospect, confirm a time to show your product by asking something along the lines of:
“Can we throw some time on the calendar next Tuesday to go through a more in-depth demo with your VP to discuss X, Y, or Z?”
The Follow Through
If you perfect the pitch from the recipient’s perspective, you’ll be able to pitch that person again and maintain the client relationship.
All it takes is that first memory of a fly ball.
However, perfection takes practice. Keep yourself and your team conditioned by maintaining and updating your own approaches and styles.