In this episode of the Sales Chat Show, we investigate how salespeople can use online video in a highly sophisticated way to help increase sales when pitching to clients.
In this second episode on pitching, we look at how to deliver the best pitch you can.
Sometimes, you have to visit a client with one of your colleagues. So how can you make the most of such visits and ensure it all goes smoothly? The answers are in today’s chat show programme
In this bonus programme we explain how to make a successful sales pitch to large corporates
Think very carefully about exactly what want the client (or potential client) to say, feel, believe or do as a result of your sales pitch. What are the specific results you want to achieve? What is the next action that you want the client to take after your sales pitch?
When designing your sales pitch always start with the client and not by talking about you and your products and services. Start by demonstrating that you understand the client’s aims and objectives.
A powerful pitch structure is:
Client’s aims / objectives
Client’s needs / problems (Where they are now)
Client’s success criteria (Where they want to be
How you can help the client move from where they are now to where they want to be.
Case studies / testimonials about how you have done this for other clients
Investment required from them.
Suggested action / implementation plan.
Does your pitch answer they questions:
1) Why should the client buy from you?
2) Why should the client only buy from you? What are your points of differentiation?
3) What is the most important thing you want the client to remember about you?
Less is more! Keep your pitch as short and punchy as possible.
Too many sales pitches are too long, too self-indulgent and too boring.
What is your main message – the most important thing you want to client to remember?
Repeat this three times during your pitch.
What are your three key points? If you include any more than three then the client is likely to forget.
What facts do you have to back up what you claim?
Do you have a story about how you have helped another client (preferably as similar to the client you are pitching to) to achieve the results they wanted?
Introduce the client character, describe the problems they were experiencing, show how you provided the solution they needed and then describe the results they achieved.
Can you create curiosity right at the start of your sales pitch? A curious client is very attentive and receptive. One method you can use to create curiosity is to tell them some of the things that you are going to reveal during the sales pitch and then to tell the client about these at different stages as the sales pitch progresses.
For example, “As we progress I am going to show you three tried and tested and proven ways that we can deliver exactly the results you are looking for and provide you with rock-solid evidence of our capability.”
Provide clarity and contrast about the difference the client will experience as a result of working with you or from buying your product and service. Make it very clear and specific.
A confused client never buys. Limit choice if you want them to make a decision. Provide and clear choice and next action and give the client something to buy.