The Perfect Sales Pitch & How to Write Your Own
A sales pitch has never been more important to success for salespersons and also everyday people attempting to make ends meet. The quality of a sales pitch has the potential to make or break the business. As highlighted by Kevin O’Leary, also known as Mr. Wonderful, on the popular TV show Shark Tank, sales teams and professionals are arguably the most important employees of a business. Some business owners, managers, and salespeople even go as far as stating the sales pitch is just as important as the quality of the product or service.
Therefore, here’s a quick look at what a true sales pitch is and then steps you can take to make a great sales pitch for the product or service you may be selling.
What Is A Sales Pitch?
A sales pitch is a well-prepared, coherent and compelling message carefully crafted to persuade a target audience or even a single individual. The aim of a sales pitch is to convince the target audience to engage with the message to the point that he or she considers converting from a prospective client into a customer. The optimal outcome being to convert target prospects into satisfied and loyal customers willing to provide word-of-mouth referrals.
A rushed or generic sales pitch that is not fully tailored to the target audience’s pain points, desires, or needs is a pitch destined to fail. A low-quality sales pitch ultimately sabotages the entirety of the organization outside of the sales department. The business’s product development team, administrators, accountants, and most importantly, the owner, all suffer if the sales pitch doesn’t persuade target buyers to at least consider the merits of the product or service.
Ultimately, the success of a business is primarily dependent on the merit and work ethic of you, the sales rep. Carry this important duty with honor, recognize the fate of the collective rests on your shoulders and proceed accordingly.
How To Make A Great Sales Pitch
The best sales pitches are clear, persuasive, and impactful. As a sales professional, business owner or manager, your aim is to create a lasting impression that lingers in the minds of potential customers not only throughout the day but also the rest of the evening, and the remainder of the week. The challenge lies in creating such a meaningful impression so here are five steps for making a great sales pitch.
1. Be Clear and Concise
A sales pitch delivered in confidence, with the proper tone and words has the potential to not only persuade the audience to convert but also spread the message to others. Confidence is difficult to fake, especially when it comes to sales. Even the best communicators sometimes struggle to conceal flaws and competitive disadvantages, meaning a sales professional who is genuinely convinced of the service or product efficacy is more likely to succeed than one who relies on subtle manipulation, half-truths, or bold-faced lies.
Additionally, resist the temptation to drag a prospect along through a lengthy presentation or ask unnecessary questions. Take some time to review your sales pitch before going live with it, highlighting weak points and replacing them with more convincing language. When in doubt, opt for simple, clear, and succinct language that everyone can relate to, regardless of their socioeconomic status, educational background, or occupation.
2. Identify and Address Your Target Audience
Sales reps who directly target and address the potential customer within the “meat” of the sales pitch succeed in personalizing the pitch to the point that the prospect feels as though it was crafted specifically for him or her.
The moral of the sales pitch story is a single strategy will not work for all target customers. The most successful sales pitches are tailored to each individual prospect or at least made to appear as such with the use of tech automation tools such as the filling of templates.
3. Pinpoint The Problem and Provide A Solution
Everyday people have become busy to the point that they don’t want to invest time or effort finding the ideal product or service that solves a problem, be it in the home, at work or in one’s personal life. Therefore, successful sales professionals are skilled at identifying target customers’ pain points and communicating how the product or service solves those problems. They seize the opportunity to artfully present the value proposition in their sales pitch, showing how it is a solution to client problems.
To cleverly introduce your solution, carefully select the tone, words and other subtleties of your sales pitch before going live, taking the time necessary to review the information from the perspective of your target buyer. Wait to move forward with the sales pitch until you are certain it will inspire your target audience to envision a reality in which they use the product or service to solve the problem.
4. Utilize Facts and Data
Though some prospects are intimidated by case studies and other data used by sales professionals in pitches, such detailed information has the potential to catalyze sales. Even if you don’t want to provide in-depth facts and figures about your value offering, it is still in your interest to root your sales pitch with data and facts for transparency’s sake. Even the slightest tinge of potential manipulation or insincerity has the potential to sabotage your sales pitch as well as the business itself.
5. Don’t Forget The Call-To-Action
Making a sales pitch is not enough in and of itself. Let’s use a metaphor for clarity’s sake. Imagine going to the trouble of mixing and baking a cake only to realize you forgot the icing. The call-to-action of your sales pitch is the metaphorical icing on the cake, meaning it is the payoff for your hard work in laying the foundation for success.
Craft a compelling call-to-action, incorporate it at the end of your sales pitches and you’ll guide targets into taking the steps necessary to become paying customers. Aside from providing potential clients with the company’s contact information, CTAs can take the form of a business card, a follow-up email or an in-person meeting with a company representative for clarification.
How To Create Your Own Sales Pitch
iDecide Interactive is here to help establish meaningful inroads with your target audience. The iDecide “Choose Your Own Adventure” sales pitch presentations are tailored to your target audience with heightened engagement while also providing an invaluable opportunity for memorable interactive experiences.
Our interactive service provides mutually beneficial reciprocity and dialogue with customers rather than overt top-down monologues used by sales professionals in years past. Engage your target audience with personalized sales pitches, data-based presentations, analytics and follow-up messages rather than the boring videos typically used by the competition. You’ll quickly see that you have successfully differentiated your business from the pack.
iDecide’s interactive sales presentations require surprisingly little time and effort to create. You can even see and interact with an iDecide sales pitch example and demo. Assistance is available in the form of iDecide Assist that empowers iDecide sales specialists to customize scripts then expand them through the iDecide platform as appropriate. Moreover, our experienced sales and marketing professionals are also available to help you develop a sales pitch that converts. Explore iDecide today and you’ll find your sales conversions prove that much easier!
Mike Boccia has been in Sales and Marketing for over 25 years and really honed his skills as a licensed advisor in the financial industry. He’s been the keynote speaker at conferences and training events worldwide and is the founder and CEO of iDecide Interactive.
Mike Boccia is now an author, speaker, coach, CEO, and most importantly, a father to his 2 beautiful daughters.