What’s that? Another article on perfecting the sales pitch? Sure is! Much like any other area of growth, your sales pitch can grow up and become a full fledged sales conversation. If your business is growing, so then should your sales approach!
Let’s simplify, break it down, and call it the 4-Part Successful Sales Pitch, er Conversation. Step 1…
1. Choose your communication channel wisely. How are you delivering this conversation? You should ask this question EVERY time, not just one and done. Every customer is different, therefore so should every conversation. Will you use visuals? Specifically which of your services/products cater to this clients needs? Will you provide examples?
2. Curate, nail down and present your value proposition, in two sentences or less. Whether in print, presentation or good old-fashioned small talk, if your point could be whittled down into one message, what would it be? It should be about value- yours, theirs and how the two can symbiotically be valuable to each other.
3. Skip the pitch, cultivate a conversation. The idea of a pitch is old-fashioned and manipulative; people no longer want to be “talked at” they want to be listened to. Part of this we can credit to our growing accessibility to knowledge (thank the internet) and the fact that straightforward facts and figures can be found easily.
What sets you apart from your competition? Your rapport with a customer and your ability to put them at ease, listen to their needs and understand their message is what we need to show the well-informed clients we are put in front of today.
4. Prepare and provide proof, whether or not its asked for. Its common that a client will be so flooded with information, fascinated by your presentation or stoically stone-faced as your time draws to a close, but don’t forget to put your money where your mouth is.
Provide proof of your promise, facts figures, data, research, etc. Streamline it, make it snappy and seamless, but make sure you offer it up on a platter, don’t be left scrambling at the end.