Working on Your Sales Pitch? You Need My Top Five Tips to Make it Great.
Kevin Lancaster
Tech Advisor & Investor. CEO of Channel Program. Host of The Channel CEO Podcast.
If you’re an IT vendor, I know you’re looking to snag your dream MSP. Unfortunately, so are tens of thousands of others.?
If closing the deal seems like a bit of an uphill battle, you’re mostly right. There’s tough competition and tons of options. However, figuring out what to say to attract, hold the attention of, and get a second meeting with that MSP you’re just dying to close, really isn’t rocket science.?
I’ve talked before about standing out from the crowd—ditching stereotypes (the “hacker in a hoodie”), creating a magic trick (the hook that makes people remember and talk about you), and perfecting your pitch. Today let’s talk a bit more about the last one.??
Since we’ve started Channel Pitch, we’ve helped tons of vendors develop, strengthen and create a pitch that helps them tell their story in a way that turns heads. And now I’m going to share those tips with you.?
Five Elements of a Great Pitch?
I’ll also note that a pitch can be a conversation. So listen…don’t just talk and talk and talk. Ask your audience questions. Show that you’re interested in their distinct experience. Be curious.?
Oh, and one more tip: Limit the time! During our online Pitch events, we tell vendors that they need to make their pitch in just seven minutes. We all have places to be, meetings to get to, phone calls to make and emails to send; we don’t want to spend even half an hour listening to people go on and on. Keep it simple. Seven minutes should be more than enough time to make an impression. And if it doesn’t, well, it’s time to start over.?
For more insight into the pitch process, I love this article from Inc.com. It’s not specific to the IT Channel, but there are still some great takeaways for entrepreneurs, and things that you’ll want to think more about.?
领英推荐
Community Connections?
The perfect pitch gives you a good rep in MSP circles. They’ll remember you, and even if your product or service isn’t right for them, they’re likely to pass your credentials along to someone they know who will fit better.???
With over 20 years of experience in the tech industry, I’ve co-created channel programs that went on to generate more than $5 billion in revenue, consulted with thousands of companies in the IT/MSP channel and public sector marketplaces, and built (and later sold) one of the fastest-growing cybersecurity companies in the IT channel.
I’ve been on the vendor side, and I’ve been on the side of the MSPs. I’m also an investor, so I’ve heard too many pitches to remember (and, honestly, very few of them have been memorable).?
So now I devote my time to helping connect MSPs and vendors in a meaningful way that benefits everyone. Pitching can be stressful, but if you’ve properly prepared yourself—and your pitch—you should start getting some traction, and finding the business connection you’ve been dreaming of.?
Let’s do this,
Kevin
Be sure to reach out if you have questions about pitching, and sign up for our next (free!) Pitch event – happening April 29th.?