Creating a sales pitch is always an overwhelming and intimidating process, no matter what the target audience is. You need to work with a great deal of information to make it appealing for prospective customers, investors, or journalists. And it is frequently limited in time!
The reason why sales pitch is one of the essential parts of each Sales Call Planning Checklist and the promotion strategy of your new product or service is that, while pitching, you are getting close to the customer’s problem while trying to provide them with an immediate and optimized solution. Meeting your target audience’s needs is the decisive factor of any deal; that is why putting your time and effort into creating an engaging sales pitch will always be beneficial.
The following points are the summary of various different formulas, elements, and steps necessary for creating a successful sales pitch – they will provide you with some universal solutions that are only waiting to be applied to your needs. You will only have to adjust them correctly according to your company’s goals.
Introduce Yourself
Consider the beginning of the sales pitch as a presentation of a company covering its place in the industry, mission, investors, and latest successes. Your aim here is to write a couple of dense sentences that will convey an instant understanding of your specialization, concept, and achievements. It is important not to dig into the details but pull the most crucial of them to the surface.
Identify the Problem
This step is your opportunity to show that your product or service is a well-thought response to real users’ problems. The more precise and detailed your descriptions are, the more likely you are to succeed and attract your customers’ attention. You want to define the problem (that you will solve in a moment) to be tangible and relevant to make your audience crave for the solution – which is your product in those circumstances.
At this point, you can implement storytelling to your pitch because presenting the problem in the form of a story helps awake the audience’s associations and visual images of the problem. It will not be an exaggeration to say that stories sell, so make sure there is a good one behind your product.
Offer the Solution
The solution to the described problem needs to be briefly and explicitly explained along with its distinctive features compared to the alternatives that already exist (if there are any). Your solution’s validation will require you to conduct a thorough analysis and research of the market and your competitors to back up your offer with facts and figures, statistics, and reviews.
Presenting the solution that is based on and personalized according to your audience’s needs will most likely lead to a successful closing – contrary to unfounded praise of your product or service, no matter how good they actually are. It is better to focus on the results your audience will achieve if they choose your product than offer them multiple solutions without any exact benefits.
Ensure that the solution you offer is understandable and guarantees results. It will allow you to move to a Call-to-Action – offering your audience to react and do something about what bothers them while your product or service is here to help them. All that is left is to ensure the contact information is in a visible place.
Things to Avoid
As you already know the essential parts of a sales pitch, you should now try to get rid of what you don’t need. Try to keep in mind that you have to create a pitch that will be as simple and informative as possible.
To make your pitch understandable and appealing, try to avoid:
- Specific terminology;
- Lengthy explanations;
- Overloading the presentations or emails with text;
- Lies (it may seem innocent initially but will harm your company’s reputation and credibility, which will be difficult to fix).
Tip: what makes perfect sense for you and your team will not necessarily be evident to your audience, so make it understandable for everyone outside your industry. Test it on your friends, family, or even kids!
Conclusion
Creating a sales pitch is a laborious and time-consuming process, but the doors it opens for you are worth working on it. Following the structure is key to creating an excellent sales pitch because it helps include all the necessary points and stay in a concise form at the same time.
Take a moment to introduce the company, and get right to the point! Define the audience’s problem in the most tangible way, and get them the perfect solution. Ensure you are providing the audience with relevant information, facts, and research and can answer any following questions.
Make the most out of a sales pitch structure to create a dense and precise piece nobody could resist.