How To Craft A Sales Pitch That Gets You Clients!
Having a great product or service to offer people is not enough to make money. To do that, you have to learn how to pitch your business to potential clients in a way that makes them want to buy what you are selling. These are the fundamental principles to apply:
Know Your Business Inside Out
Ultimately, people buy from sellers who instil confidence in them. If you sound like you know what you are talking about, prospects will see you as an authority in your field. Consequently, they will trust that what you say is accurate.
Even if you think you already know your business well, it is always worth increasing your knowledge because the more you know, and the more you talk about it, the more natural you will sound when you pitch to potential clients.
Ensure Your Message Is Clear
Clarity is critical. When I decided to start my weekly show about using public speaking to make sales, I knew I needed a title that concisely described the show’s aim. I did not try to be too clever with it and soon settled on ‘How To Speak To Sell To Grow Your Business’. It may not be as creative as I would like it to be, but it makes it crystal clear what the show is about, which is the most important thing.
Convey Your Passion
The Rolling Stones have been making music for over 50 years, yet they still go out and perform their greatest hits with the same swagger.
It takes real passion to do that. You really have to love what you do and believe in it wholeheartedly. If you can do that, you will never get tired of giving the same sales pitch over and over for many years. It will become your hit song – the one you keep singing again and again because it makes you lots of money.
Give Customers What They Need
As a salesperson, it is your job to identify how you can help each potential customer achieve their goals so they can survive initially and then thrive in the future.
For example, if a company is paying too much money for the aluminium it needs for its building projects and your company offers them a better deal, you have helped that business survive.
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If that company starts to grow and complete more projects and you then offer them an even better deal than before for the aluminium, you will be helping that business thrive.
Make It Easy To Buy
If you pitch a great product to somebody that will provide them with exactly what they need, the chances are they will want to buy it from you.
However, if you do not clarify how they can do it, they may leave the interaction without purchasing and then buy from another company that makes it more accessible.
This scenario highlights the importance of including a call to action in your content, whether it is a sales pitch, an article, a speech, or a social media post. If you tell your audience how to take the next step, they are far more likely to actually take it.
Become A Good Closer
At the end of a sales conversation, you need to ask your potential client whether they would like to go forward with their purchase. If they say yes, you can simply send them instructions on how to pay immediately afterwards.
However, if they say no or seem unsure, you can ask follow-up questions like these:
The fourth question can be particularly compelling because it reminds the prospect why they are having the conversation in the first place and increases your chances of getting the result you desire: a sale.
If you are keen to improve your selling skills,?download my step-by-step guide to giving a winning sales pitch .