Your sales pitch can say a lot about your business. It’s your opening line and your chance to show a great first impression when meeting with your customer.
Understanding how to meet your buyer’s needs and engage with them is a crucial step in sales. The first half of having a successful sales pitch is securing their attention, and the other half is closing the sale.
To optimize your sales pitch to the maximum, in this article, we will show you ten easy ways to optimize your sales pitch.
What is a sales pitch?
A sales pitch is an optimized sales presentation where a salesperson explains the benefits and ideas of their business in one or two minutes or less. Sales pitches are frequently referred to as the ‘elevator pitch,’ a term that states you should be able to deliver the sales presentation (message) in a time frame equivalent to a single elevator ride.
Ten ways to optimize your sales pitch
1) Do research
Every interaction with a buyer will require you to know about their market and which problem you can solve with your sales pitch. Buyers are always searching for an answer, and when you conduct the proper research, you may be their right solution.
Avoid approaching people at all costs when you don’t know the industry well. Additionally, whenever you present your sales pitch, try to be as simple as possible and make everything easy to understand. Avoid using complex language or trying to prolong the presentation.
Ideally, you should be able to continue the conversation to close right after you present your sales pitch. Although, never forget that when you don’t do enough research in the market, your sales pitch can never be simple to understand.
2) Make it short & clear
A sales pitch isn’t going to a classroom and presenting a 1-hour presentation. You’re not going to have people’s attention for too long until they are interested in buying. A short sales pitch lasts about 15 seconds.
According to a study done in the early 2000s, it was shown that the average attention span of human beings only lasted eight to 12 seconds. This is shorter than the average attention span before the 2000s. Considering this, you know that you have to make your Pitch enjoyable or else it won’t succeed!
3) Show who your customers are
Show your potential buyers who are buying your product or service. That way, you show how you are approaching the market and whether the buyer you are presenting matches your target audience. Be specific in finding out who is interested in your product or service and try to convince potential buyers why they should be interested.
4) Address the problem
Your target audience can only consider you valuable once they know you can solve a problem for them. Address the situation they are consistently facing. For example, the potential buyer you are approaching faces an issue when sharing files, and you have software that solves this issue.
After that, you can discuss further how difficult it may be for the potential buyer to share files without your software.
5) Show your progress
People want to invest in things that are proven to work. Ideally, you can do this by showing them your current customers and how well your growth rate has been in the past year or six months. Additionally, you may even show past achievements you have accomplished and revenue rates that have been achieved from your product or service.
Trust is built when you show potential buyers that others are buying from you too. Word of mouth is the most powerful marketing tool and directly can affect how well your sales pitch may go.
6) Describe how the outcome looks like
Show the benefits behind your product or service, just like the example we took before with the software for file sharing. Show your potential client how they would save time while using your product or service. Or even show them how their overall life would improve when they choose to buy your product.
In short, your Pitch should look like a brief conversation that summarizes what your business does, how it does it, and who is it doing it for? By stating this, you are painting a clear picture of what the outcome will be for your potential clients.
7) Tell a story
Keep your listeners engaged by telling a story about your product or company. Interesting stories include how customers succeeded while using your product or service. Maybe even a story of how difficult it may have been for your company to succeed, but with your new product or service, you managed to succeed.
Stories create emotions, which may be a great way for listeners to feel an urgency to buy.
8) Show facts
Consumers do buy when they feel arousal of emotion behind it, although every consumer rationalizes before making any decision. By providing proven facts such as case studies or statistics, emotional decisions feel satisfied. This is you showing a proven reason why they should buy from you and will help them feel comfortable that they made the right decision.
Teach your potential buyers more about your product or service. Additionally, while doing that, you may include some issues people of the same target market are going through and how to avoid them through your product or service.
While doing this, you are adding trustworthiness to your Pitch and maybe even teaching consumers something they may have never heard of.
10) Implement the fear of missing out (FOMO)
A powerful motivator when it comes to deciding whether to buy something or not. It is just like when the new iPhone comes out, and many people will buy it because of the fear of missing out. Make your product or service look the same way during your sales pitch.
It would be best to create a sense of urgency to buy and not let the decision wait and fade away. For example, urgencies can be a limited-time offer, showing your brand authority, offering a gift if they choose to purchase no, and much more.
Examples of a great sales pitch
If you need some examples to look at before your creativity can start coming into play, here are a few examples from top sales pitch examples.
“Deliver your next deck faster with our free presentation templates. They’re fully customizable, professionally designed, and delightfully easy to use.”
If you were about to make a presentation and wanted to customizable the way it looks, then you would be convinced right away from this sales pitch. Why?
Pitch offers ppt templates that are customizable and professionally designed. Many business people may lose time thinking of what design they wish to add to their presentation. Pitch is offering them a solution by giving them ready-made templates with world-class designs. You even see how straightforward their sales pitch is when claiming that it is fully customizable, professionally designed, and easy to use.
“There’s a better way to grow. Hubspot offers marketing, sales, service, and operations software that helps your business grow without compromise. Because ‘good for the business’ should also mean ‘good for the customer.”
By reading this sales pitch, you see Hubspot is getting straight to the point. It is telling businesses that they benefit when the customer benefits. Your customer is busy and has other things going in their mind, so a pitch that gets straight to the point saves their time and yours as well.
“Vidyard is the best way to sell in a virtual world. From prospecting to proposals, record and send videos that personal touch to every sales email.”
Vidyard, in their sales pitch, is getting personalized, mainly because many salespeople find videos a unique tool. Sales pitches are best when personalized, but Vidyard also makes you feel comfortable when they say, “Vidyard is the best way to sell in a virtual world,” stating that remote selling can be done quickly and easily.
Why shorter sales pitches are a better idea
Having shown you the examples above, you see that all these sales pitches got straight to the point and were maximally optimized for a short conversation. Talking too much, not providing the correct information, lack of market research, and talking for more than two minutes can quickly kill your sales.
A long conversation isn’t important but a short one that is quality. It is just like when you are told not to talk too much in class or by your parents when you were a kid. So furthermore, keep your sales pitch clear, short, and simple! It will help a lot and have customers thanking you after for your efforts!