The sales and marketing presentation is not something that most professionals consider essential and handy. It is all about your product or service, you can rest assured that your buyer has an advantage.
The successful sales pitch was made elaborative and, knowing that today’s buyer is rich in information and wise.
Establish an intention
You have the most innovative and exciting product or service in the world. No one cares about it unless they feel as excited about it as you are.
Building and delivering a sales presentation designed to sell is an imperfect approach. Your audience will not buy anything from you based on information and data alone; they also need to connect with you emotionally too.
You were setting a clear intention on how you want them to think about you and your product or service. Once you have a clear understanding of how you want them to hear everything you say and spin should be about that intention.
Show them the future
The primary purpose of a sales presentation is not merely to sell your product or service. No one likes to be sold, and nobody wants just to spend money. Everyone likes to take an investment once they see the result.
The best sales pitch is all about showing people what the future will look and feel for them with your product or service. Use your time consciously to take your audience into the future; don’t just tell them, show them what it looks like.
Make every second count
If you create your sales pitch thinking that you have a few minutes to make a strong impression, you are wrong. Every second count and should be used conscientiously to capture and maintain the public’s attention, interest and curiosity of your audience.
If you are fortunate enough to have 30 minutes for your sales pitch, try showing your audience how you can add meaningful value to their business in as little as 15 minutes. Don’t begin with an ordinary and boring introduction. Instead, skip straight to how you can help and what a difference you can create.
Make it personal and sentimental
The best sales pitch is not based on preconceived notions, assumptions and necessary judgments. If you don’t know and understand your potential buyer, you will not be able to get in touch with them.
Contact and connect with your audience well before your presentation, and be familiar to them. Find out who will be in the session and what stimulates their interest. Ask them if there is anything in particular that they want you to focus on.
Find out their names and study their LinkedIn profiles. Please take a close look at the articles they wrote, the articles they liked or commented on. See if you have mutual contacts and follow similar groups.
Finding out all this information alone is not enough. Find something relevant and valuable that you can refer to in your sales pitch.
Tell them a story
Storytelling converts information and ideas into visual images and feelings. Don’t just provide your audience with the data, but bring the data to life with a short, relevant, and compelling story. Don’t just tell your audience how your product or service works, but show them how it works.
Find an informative and powerful story about how your product has benefited others and help them see themselves in the information. Powerful stories help us connect emotionally and encourage good action.
Count on questions
A powerful marketing and sales pitch come about by anticipating every possible and relevant question your potential buyer might ask. This does not mean that you are waiting for the problem to be asked.
Step into the future by imagining the sales pitch is over and its time for questions and answers. What will they ask you, and how would you answer?
Find the five most challenging, embarrassing, and stressful questions you could be asked. These are the five questions you don’t want to be asked; those that would prevent you from sleeping at night.
Once you’re entirely ready to answer these five questions confidently and clearly, you’re ready to start building your sales pitch.
There is nothing worse than being the recipient of a sales pitch that is:
- Full of rhetoric and jargon
- Vague and general
- Not relevant and not targeted
The effective sales pitch quickly and unambiguously demonstrates that:
- You know exactly who your audience is
- What problems, problems and challenges they face
- How your product or service can offer them significant added value
- How success looks and feels for your audience
- You understand what is important to them
A marketing and sales pitch that strongly concentrates entirely on these seven timely relevant and vital elements will lead to rocketing success. Rather than putting your time and energy into closing the sale and overcoming objections as many sales professionals do, you can give your buyers the sales pitch consciously.
Opinions expressed by US Insider contributors are their own.