Last week’s blog post was dedicated to the topic of authentic relationship building. This week, our blog series continues with a post about the coveted sales pitch. As business owners, you should know your product or service better than anyone else, but your work doesn’t stop there. The next step is to align your product or service to needs, problems or goals that your prospective clients have.
Why is this important?
The most important commodity any of us have is time and no one wants to waste it. If you fail to conduct research in advance of delivering your sales pitch, you could easily find yourself in front of a prospective client that’s completely disengaged. Why? Because you didn’t take the time to answer the most important question, “Why should they care?”
No one wants to hear a sales pitch that’s all about you and your company. Just imagine going into a car dealership and being approached by a salesperson that spends the first ten minutes talking about the dealership – not the cars, not asking you questions that will help them determine what car would best suit your needs; nope, nah, not of that. After your ten minute lecture, the salesperson proceeds to tell you about his stellar sales performance over the years and how many salesmanship awards he’s won. Aside from wondering how any of that could be true given the poor sales skills he/she is exhibiting, how would you react? Would this salesperson earn your business? I have to assume that most, if not all, of you would say, “NO!”
It’s Not About You – It’s About The Partnership
The best sales pitches don’t sound like pitches at all. They’re not scripted and they’re customized for each prospective client. Your pitch should basically say, “I have done my research and know you’re trying to accomplish X, save X amount of dollars, fix the problem you’re experiencing with X and I am confident that I have a solution that will be of long-term value to you and your organization.” The company overview, scope of services and all the general elements of your company can be delivered in proposal materials. You have limited time when you’re sharing your company with a prospective client for the first time, you want to always position your company as a solutions provider; because companies that can consistently solve problems, can consistently count on doors of opportunity to open.
You Don’t Have To Do This Alone
Have you read this blog and now feel completely overwhelmed? We get it, it’s a lot to take in, but luckily you don’t have to complete this process alone. We’re here to help! Click the link here to schedule a one-hour discovery call with me.