5 Things To Keep In Mind Before Pitching Your Product/Service ?

1) Prospects Don't Care About You !

Yes ! You heard me Right. It is important to make this distinction clear. A Feature is what your product is ? And a Benefit is what it does ? Nobody cares about your Features. You could be selling the Best thing ever since slice bread. Guess what ? No one cares. Your prospect only wants to know how this product/service can Help me and to what extent ?

Can it :

1) Help me Increase my Revenue ?

2) Reduce my Costs, or ?

3) Expand my Market share ?

If you are in a B2B scenario.

On the other hand, for B2C, they want to know :

1) How this product/service can Help me Emotionally/Psychologically ?

2) How can this Help me Physically, or ?

3) How can this Help me Financially ?

2) Be A Consultant, Not A Salesperson !

Remember when you fell sick ? You went to a Doctor. What did the Doctor do ? Did he go into this Amazing pitch of how you should try this medicine that just came in today from England, approved by FDA and it's gonna revolutionize the medical industry forever. It has a combination of chemicals that if you Use it once you'll never catch cold again in your life.

No ! Instead he sits there patiently and asks you questions. Questions like Tell me more ? How long has this been ? What did you eat before ? Any medication you took for it so far ? How did that work out ? Did you have any side effects ? He tries to dig into what's going on instead of burdening you with, here's the best thing ever. He listens ! Understands ! and Based on that prescribe you some meds.

That's the Difference between a salesperson and a consultant. A Consultant is s a professional that has the ability to connect and show Empathy towards you.

3) Avoid Formal Language !

Whether it's over a call or via an email. Formal language should always be kept to the Minimum. And there's a Reason for that. Formal language creates something known as Information Asymmetry ! It means when you say things that may make you look cooler, all the technical jargon but your prospect has no clue what you're talking about especially when they're not as adept in the Industry as you.

Keep your Pitch simple and precise. Even Introduce some humor at times just to lighten up the mood. And don't be scared to take risks. Trying out new scripts and methods when dealing with a relatively newer prospect. From my Experience people love that. They feel like someone has taken the time out to study them and make relevant jokes which is always gonna be an upside. Remember, Before selling your product, you'll have to sell yourself. People buy from people they Like and Trust.

4) Identify Your Market Properly Before Reaching Out !

There's nothing worse than giving this Amazing sales presentation, top notch follow ups, you keep sending people these messages engraved with value but you don't hear back from them. Turns out they Never wanted your product. You wasted all your energy talking to the wrong prospect. It Sucks, don't it ?

Well ! You cannot change what happened but you can certainly take a lesson and learn from it. Identify your market properly before investing so much of your time into them. Here's how you can do it :

1) They must have a clear Need for your product.

2) They must have the Ability (Finance) to Buy your product.

3) They must have the Authority (They should be the decision maker).

ALL you need is just Qualify them based on these 3 points.

5) Adding Value to Their Business !

How do you do that ? This is what i call giving them "Information beyond the obvious" . Something that is going on in their industry and adding points your prospects might not be familiar with. Thus coming off as an Expert. The word "Value" is thrown around in sales very causally such that it loses it's meaning in the process. So, This becomes very important especially at the start of a conversation whether it be a call or an email.

These people you are talking to are presumably the Top producers, CEOs, MDs, National Managers of their company. And if you want them to Invest time with you, you must give them something equivalent in return, don't you think ? Ask yourself how would you differentiate yourself from hundreds of cold emails they are getting everyday ? What is that one thing that's going to set you apart from everyone else and actually get their attention.

The answer is simple "Creating Value".

Hope this helped. You can DM me if you wanna know more. And i'll see you around. Peace.