How to Make an Effective Sales Pitch?

Does it feel like someone is attempting to sell you something everywhere you turn? You are constantly inundated with advertisements, no matter where you are. But let's do it the other way around. What if you're a salesperson who needs to sell a product, service, or solution? What will you do to maximize the potential of your sales pitch? This article is precisely about that and a whole lot more!

What is a Sales Pitch?

A sales pitch is an attempt by a salesperson to persuade an audience to buy or believe what they are selling. The phrase “Sales Pitch” might be a little outdated, but the concept is not. Educating prospects on the value of an offering will always be an integral part of the sales process. In simple words, a sales pitch is just a way to explain the value of your product or service to the buyer. Every pitch has three main components-

1. Hook

Your hook should grab your buyer's attention, whether it's the first line of your cold call or the title of your email.?

2. Context?

After your hook, you should quickly clarify why you are contacting your buyer and what your product can do for them. Keep this value proposition concise but intriguing.

3. Call to action

Finally, include a call-to-action, or CTA, at the end of your pitch. Include a clear next step for your buyers, such as a phone call or a response with availability.

Why is the Sales Pitch Still So Important?

Just because customers are increasingly mindful does not mean investing time to educate them about the company beyond what they might already know is no longer vital. In fact, an effective sales pitch is essential because it’s likely to be a prospect’s first in-person engagement with your organization. If the sales pitch is on spot, you are on the right track to making lucrative sales.?

However, it is a fact that salespeople no longer have the luxury of giving an hour-long pitch aimed at selling a specific product or service. The attention span of people is dwindling continuously in this tech-driven society. You must rethink your strategy if you find yourself presenting an hour-long sales pitch.?

Types of Sales Pitches

1. The one-word pitch

The one-word pitch is a single, powerful word that describes your product or service well. It can be hard to boil down the entire sales pitch to just one catchy word, but if it works, it can be a very powerful tool for any brand. This word must be like a punchy tagline- If anybody utters that one word, people should think of your brand.

2. The question sales pitch

The question sales pitch is used for buyers who have a basic understanding of your product or service. The main idea behind this pitch is to reformulate all the statements in your pitch into a question so that it prompts potential buyers to come up with their own reasons for buying your product or service. And when people come up with a reason to buy your product on their own, the belief is much stronger, and they are more likely to act on it. One very important aspect of this pitch is to understand the buyer’s mindset before using this tactic; otherwise, this pitch might invite additional scrutiny.

3. The elevator pitch

The elevator pitch is not more than 30 seconds in length. As the name suggests, this pitch should be short enough to cover in an elevator ride. A winning elevator pitch should describe the unique points of your business. Instead of describing what you do, the focus should be on why you do something. Highlight benefits and not features in order to put yourself in a better position to close the sale.

4. The rhyming sales pitch

During the OJ Simpson Trial, OJ’s defense lawyer presented a glove that he claimed OJ used. When he couldn’t get the glove on his hand, his lawyer said, “If it doesn’t fit, you must acquit.” These seven words are still famous just because they rhymed.?Rhymes are simple to learn and retain. Rhyming pitches are perceived to be more accurate by the potential buyers as compared to the non-rhyming pitches.

5. The cold call pitch

It’s often someone’s first encounter with your brand, and first impressions are extremely important when it comes to sales. There’s no point in opening your cold call pitch with confusion and waffling because that could bore your potential buyers. Always take a conversational approach and respect the time of the person on the other end of the call because no one likes a hard sell.

6. The email pitch?

An email pitch is the sales pitch that you send to potential customers via email. An email pitch can be used to advertise a new product or raise brand awareness. Your subject line is the first thing your leads will see, so it's critical that you get it properly. It's your only weapon in the fight against the inbox since it's the only way to get your email opened.?

Essentials for Crafting an Effective Sales Pitch

Here are seven components of an effective sales pitch that can help you build compelling connections with your prospects-

1. Research

If you cannot understand the problems of the customers, you have no hope of being a part of their solution. The only way to understand the requirements of the customers is to research. What is your knowledge of their business and industry? Who are the customers they cater to? What problems do they have that your organization might be able to solve for them? You should have an answer to all these questions before you utter a single word. Showing that you've done some research on your prospect and their needs ahead of time shows them that they're more than just another sale to you, and it can go a long way toward persuading them to listen to you.

2. Value proposition

An effective sales pitch includes a solid value proposition that will encourage the prospects to believe in your product or service just as much as you do. So, be very clear about what you intend to bring to the table and emphasize on benefits more than features.?

3. Storytelling

Stories are easy to remember, which is why storytelling should be used to transform vague ideas into compelling stories. Rather than informing your prospects how your product or service works, tell them a narrative about how it can help them enhance what they're doing now. As the old saying goes: facts tell, but stories sell. This is especially true when it comes to crafting your ideal sales pitch.

4. Purpose

Your efforts will be in vain unless you have a clear purpose in mind. Having a purpose will help you in setting the tone of the pitch. Understanding the core objective of the pitch will give you a clear direction, and you’ll be able to figure out what needs to be done.

5. Emotional appeal

If you want to persuade customers to buy from you, you should include information in your sales pitch that appeals to their emotions. Customers' emotions might be used to motivate them to take action. So, analyze your clients' behavior and purchasing patterns to strike an emotional chord. You can do so by looking at your previous sales and referring to the profiles of your previous clients.

6. Social proof

Talking about what you can do isn't enough. You should also present evidence and research to back up your claims. Your prospects need proof that you can deliver on your claims. Tell stories about how your present customers are using your product and the benefits they've gotten. Summarize your case studies to draw attention to the most essential points and make them easier to understand.

7. Specific request or action

Your pitch should conclude with a call to action. Give them precise instructions on what they need to do next and make it simple for them. You've worked hard to get your prospect to this stage, and now leaving it to chance is the worst thing you can do. Your sales pitch began with a focus on your customer. You've already addressed their issues, provided value, introduced concepts they may not have considered, and provided evidence to back up your statements. You've finally gotten to the point of your sales pitch where you cannot let the fear of rejection stop you. Always remember that the buyers won’t buy until you ask them to.

Starting a Sales Pitch

First impressions have a huge impact in sales. Starting your pitch with a prolonged monologue about yourself and the company's history is definitely a bad idea. This information is available on the internet, and the client is likely to have previously seen it. You can give a brief summary but move on fast because you only have so much time to get to the subject that the client is actually interested in. You must capture your prospect's attention so that they are interested in hearing about the benefits of your product and how it may benefit their business. However, you must first intrigue the prospect's interest before you can discuss the product's benefits. The following crucial elements can be incorporated when starting your pitch-

• Begin with the problem- Always begin with the problem that your product or service can solve. Customers won’t be interested in hearing about your product until they know clearly what problem you can solve.
• Customize the start of the pitch to their industry- No one wants to hear a generic sales speech that could be applied to any company. Investigate their industry and apply what you learn to tailor your pitch right away.
• State the risks involved- Mentioning the risks if the customer does not buy your product or service subtly can help you get buy-in right away.

Bonus Tip-

Asking a question that relates to the problem you solve is a good way to start a sales pitch. The question should focus on the problem and not on the product. Example- If you sell a money tracking app, the question could be as basic as “Do you often find it difficult to track or manage your expenses?”

Closing a Sales Pitch

In sales, closing is a make-or-break situation. It's critical to choose the perfect words to close a sale. And this will most likely be the deciding factor in whether or not your efforts will be worthwhile. Here are a few closing strategies, along with why they work-

• The now or never close- This technique provides a sense of urgency to the prospect, which can help overcome reluctance when a prospect wants to purchase but is hesitant to do so for whatever reason. Example- “This is the final one available at this pricing.”
• The option close- The option close is a conventional sales closing approach in which the prospect selects one of your products from two options (both are yes). Example- “Now that you know what’s available, which of these two packages do you like better?”
• The assumptive close- This approach is based on the power of positive thinking. It softly nudges the prospects along by not giving them time to think of reasons why they shouldn't buy your product or service. Example- “How about we start the onboarding process tomorrow?”
• The summary close- This technique entails reiterating all the features of the product offerings before asking for the order. This helps prospects picture what they're getting out of the sale into one impressive package and how it will serve their needs. Example- “So we have the television with the 2-year guarantee, and our free delivery and installation service. When do you want us to deliver?”

What Makes a Sales Pitch Good?

A good sales pitch can help you increase your sales. To prepare a sales pitch that attracts potential buyers, you need to accomplish a few things correctly. It's not easy to come up with a good sales pitch, yet it's one of the most crucial things a salesperson can do. Here are some actionable tips for making your sales pitch the best it can be-

• Use facts and statistics- It is impossible to argue with the numbers. Facts and statistics substantiate your claim and add credibility to your sales pitch and boost its success rate.?
• Keep it short- The long sales pitch is no longer effective. When writing a sales pitch, keep the number of words to a bare minimum. Maintain the ideal length to captivate buyers and hold their attention for an extended period of time. Don't try to cram too much information about your product. Maintain a crisp and to-the-point pitch.
• Keep buyers’ profiles handy- The majority of pitches are made over the phone. Keep your buyers’ profiles handy to take advantage of the fact that your buyers are not in the room. Consider these notes to be a safety net and modify your pitch accordingly to create a personalized experience for the prospect.
• Practice your delivery- When explaining your product offerings, you don't want to come off as exhausted or over-prepared; instead, you want to come across as confident and trustworthy. Make sure you practice your sales pitch sufficiently to ensure it flows smoothly and you're not stumbling over your words.
• Anticipate questions- Anticipate questions or objections from your prospects and be prepared to react. An objection does not necessarily imply that they are uninterested or unwilling to purchase; in fact, it could signify the opposite.
• Listen to understand- Listen to understand and not just to reply. You won't be able to figure out the ideal strategy to help your buyer if you can't narrow down their pain points. Be an active listener and pay attention to how the volume, pace, and tone of people's voices might provide information about their emotions.
• Follow up- The conversation should not be over with the sales pitch. Follow up with the prospects if you didn't convert them on the spot and continue cultivating the relationship.

What Makes a Sales Pitch Bad?

A terrible sales pitch can be caused by a variety of circumstances. Perhaps you began pitching too soon, didn't focus enough on the benefits, or attempted to close before the prospect was completely convinced. There are a few sales pitch approaches you should avoid at all costs. A lousy pitch can cost you a sale and a lot more. Check your pitch for any of the following red flags before talking to the prospects-

• Complicated explanations- Buyers aren't ready to discuss solution details at the prospecting stage. You just need to understand the problem of the prospect and provide them with a solution in the most simple way possible.
• “I” statements- A sales pitch is less about the company and more about the prospect. Don't squander your time talking just about yourself.
• Generic pitches- If your pitch might be used for any prospect, it's probably not customized enough to get the attention of the buyer.
• Unrealistic promises- Never promise anything that you cannot deliver otherwise; this approach will eventually set the prospects for disappointment.

Sales Pitch Examples

The mode of communication and how you plan to approach your potential customers are extremely crucial when creating a sales pitch. A generic sales pitch that can be used for all the platforms such as emails, phone calls, or even face-to-face meetings is definitely not a great idea in today’s world. If you want to connect with your prospects on a deeper level, then you should have a framework to shape your narrative depending on the mode of communication. Here, we’ll look at some of the most prevalent formats along with sales pitch examples and how to make the most of each one-

1. Sales calls

Sales calls are one of the most effective techniques to initiate and cultivate a conversation with potential customers. It allows you to gain a better understanding of the prospects. However, sales calls can be challenging too as you just have a few seconds to win the potential customer. But this doesn’t imply you should start the sales pitch as soon as you get connected. Firstly, you have to grab the attention of a prospect and then find the perfect opportunity to share your story with them. Here’s an example of a phone call pitch-

Salesperson- Hi Rahul, this is Arvind from XYZ Pvt. Ltd. How are you?

Prospect- Good. Thank you.

Salesperson- I noticed on your website that you are actively looking out for a Front End Developer.

Prospect- Yes. That’s right.

Salesperson- Why don’t you outsource it instead? We are professionals with ten years of expertise in this industry. You can save money on hiring and training. Recently, we worked with ABC Company. They work in the same field as you do. I can share their case studies with you as well for you to decide.

Prospect- Yes. Share the details. I’ll check and get back to you.

Salesperson- Sure. Will you be available tomorrow at 12 PM? I would love to connect with you personally to understand your requirements clearly.

Prospect- 12 PM seems fine.?

Salesperson- Perfect! You’ll receive the meeting link in your email. Please acknowledge the same. Thank you!

2. Sales emails

The most convenient way to contact potential customers is through sales emails. You can make simultaneous pitches to many people. You have time to make any necessary changes to the sales pitch before hitting the send button. Furthermore, you can track your emails to see if your potential customers are reading or ignoring them. However, because the customer cannot hear or see you while interacting via email, having interesting content is essential. Your words are the only method to impress customers. Make sure you utilize simple phrases so that your point is clear. A simple framework used to write your cold email pitch includes the opener, the pitch, and call-to-action. Here are these elements in play-

Subject- Addition of more names to your list of buyers

Hi Smith,

I am Jonathan from ABC.com. First of all, congratulations on your recent investment round with XYZ.com I assume growth to be a top focus for you right now, so thought you might find this of interest.?

I noticed your product advertisement on a few social media platforms and thought we might be able to assist you in increasing the sales. We are a B2B marketplace that connects manufacturers with qualified buyers. You can receive access to a list of 2000 buyers in your desired city by joining our corporate membership plan. Furthermore, you can improve your company's visibility. We'll develop a microsite on our website to showcase your business and products.

I’d love to share more about this during a quick call. May I contact you on Tuesday at 4 PM?

Regards,

Jonathan Madana

Sales Head

3. Face-to-face meetings

A face-to-face meeting helps in building a relationship with potential clients. Presenting and explaining the product becomes much easier as compared to phone calls or emails. You have the opportunity to discover more about the needs of the prospect. Your presentation, tone of voice, and body language are all significant when it comes to face-to-face meetings. It has the potential to make or break the trade. In a face-to-face meeting, a sales pitch is usually delivered through slides in a presentation. Here are a few points to keep in mind-

• Start your presentation with an effective introduction to grab the attention of the clients.
• State the agenda.
• Provide facts and data about what you have done in the past.
• Connect the needs of the clients with your product and highlight the benefits.
• Mention the next step (call-to-action).

Conclusion

A sales pitch is much more than an intrusive phone call or an unwelcome email. In reality, a strong pitch should improve a buyer's life by linking them with products and solutions that address their most pressing issues. To make a great pitch, you must first understand your consumer, including what they're seeking, what issues they're facing, how your product or service can help them, and what benefits they'll gain as a result. Even though the sales process is changing every day, the importance of an effective sales pitch does not lose relevance. The sales pitch is crucial in boosting sales. It will keep you on track and help you get closer to your targeted outcomes.