Engage prospects with surprising questions...
Excerpt from Source LeadFuze: The Sales Pitch
Types of sales pitches In this section, we’re going to go over the most common types of sales pitches. A good sales rep should have all of these pitches prepared and ready for when a situation arises to pitch their company’s product or service.
One-word pitch Can you sum up your entire brand in one word? You should be able to. Your one-word pitch should consist of a single, powerful word that best describes what you do. All large companies have a one-word pitch. Google’s one-word pitch is “search”, while HubSpot’s is “flywheel”. To find a word that best describes your brand, think about your company’s values, goals, and products, and find a word that aligns with them. Once you decide on your one-word pitch, use it everywhere: on your website, in your sales presentations, and during meetings.
Elevator pitch The elevator pitch is a type of sales pitch that’s short enough to be delivered during the course of a single elevator ride. This means that is should be kept under two minutes. The purpose of having an elevator pitch is to be able to quickly present your company, product, or service in situations outside of sales presentations where there isn’t a lot of time to discuss what you do (e.g. at business networking events).
Cold call pitch Cold calling isn’t dead. In fact, as much as 49% of buyers prefer a cold call as a first point of contact with a business. If you’re using cold calling as a way of generating leads for your company, you certainly need to prepare a cold call pitch. A cold call pitch should be modified for each specific prospect. It should also be practiced over and over again until you know it by heart. While your cold call pitch can be longer than an elevator pitch, it shouldn’t be too long. Try to get to the point as soon as possible before you lose your prospect’s attention.
Email pitch An email pitch, while similar to a cold call pitch, does come with a few differences you need to keep in mind. It’s harder to convey tone over email, so avoid using any ambiguous language in your email sales pitch. Additionally, keep in mind that your prospects receive a lot of more emails than phone calls every day, so it’s going to be harder to stand out. This makes it crucial that you use the right subject line and keep your email short and to the point.
Tell a story that your prospects can relate to “There is no sale without the story; no knockout without the setup.” — GaryVee Everybody loves a good story. We can identify with them, learn something new, and get inspired. Stories can quickly grab our attention and engage us emotionally. This makes stories an excellent choice when creating sales hooks. Just be careful – do not bore your target audience with a never-ending story that will ask them to keep them listening or reading for too long. People nowadays have short attention spans. The only way to make the sale is through stories that are brief, compelling and straight to the point. But, how do you create such stories? Use colorful, authentic language when describing your product. Try to create an experience for your prospects. Make sure that this experience includes all the positive aspects of your product. To help people relate to your story, ask them to imagine a scenario and play along. Structure the story in a way that will create a mental image of a better tomorrow – thanks to your product, of course. It’s crucial here to not let yourself get lost in the story and start exaggerating. You have to make sure that your story is realistically optimistic. Otherwise, many people won’t buy it. Stick to the real value and features of your product, just communicate them in an interesting way. You can end with a lesson or a famous quote that supports your viewpoint.
People are naturally attracted to stories. Storytelling is a great way to captivate your prospects and make them lower their guard. Delivering your sales pitch in the form of a story allows you to build rapport and create a stronger connection between you and the prospect. A story helps prospects relate to your brand more, making it easier for you to sell to them. People are naturally attracted to stories. Storytelling is a great way to captivate your prospects and make them lower their guard. Delivering your sales pitch in the form of a story allows you to build rapport and create a stronger connection between you and the prospect. A story helps prospects relate to your brand more, making it easier for you to sell to them. Tell the prospects a story that covers where their business is now, what problems it’s facing, and where it could be if they had a way to solve their problem. Then, tell them how your product can help them get there
Engage prospects with surprising questions There’s no better way to engage your audience than asking them a question. The more surprising the question is, the greater the engagement that you can achieve. Just make sure to pose intelligent questions and try not to be too personal – it may offend your audience. Find a counter-intuitive or unexpected piece of information, and use it in the form of a question or as an answer to a question. Pick a less-well-known fact which includes a large sum of money, a famous person related to your business or the interests of your audience. Keep your questions relevant to your business and your product. If you want to use provocative questions, make sure that you have an equally provocative idea to share. Also, never start your sales hooks with harsh communication. This doesn’t mean that you’ll have to tell tales to your prospects before you start talking about sales. You only need to establish a certain level of credibility and trust before shooting these kinds of questions at your prospects.?
It could be that simple, but What do your targets want to hear? What kind of research needs to be done? Is there any psychology that can compel them to respond? Will your leads listen to a podcast? These are all questions that must be answered before you begin.
Simply put, you compel with emotion and you sell with facts. Readers, viewers, and listeners all need to be moved from their wants to their needs over the course of an email or two. Bottom Line: If you get this, you can get leads to respond. Creating a compelling offer happens when you can make leads emotionally desire a result (that you convey with your resource) and factually prove that you can create the result shown.?
Post Script (AKA P.S.) Always include a P.S. in your cold emails. It’s more likely to get read than the second sentence. O.k., so we may not have hard data on that last sentence. That said, post scripts get read by everyone who opens the email. If you have a great resource that is perfectly tailored to your ideal leads, this would be the ideal place to put it. Those leads who opened your email and shrugged with a “Meh” may look down and say “Ohh”, leading to an eventual response.
Source LeadFuze: The Sales Pitch
Any opinions expressed are those of the authors.
Published by?#NHGBe?2022-06-29 -Be-Time: 13:30 AM?
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