You’ve shed sweat and blood to build your product or service. It’s time for you to shout out to your audience, and tell them how amazing your product or service is and how it is going to be the salvation of their problems. But you can’t just put together all your MVPs in one document or in one mail and throw it like a baseball at your audience. If you do so, it may likely be bounced back by your target audience at the same momentum. We wouldn’t want that now, would we?
Then you should be in the know on how to pitch your product or service that can both convey the right message and pique the interest of your audience that would eventually persuade them to travel through your full sales cycle.
According to a source, about 60% of prospects reported that more than half of the sales pitches they receive were not relevant and useful to their organization at all.
59% of prospects are annoyed by the generic and irrelevant sales pitches they receive on a day-to-day basis.
92% of prospects say that better access to information about the product/service helps them form a better opinion about the companies.
The above data proves that if you plan on grabbing your prospect’s attention and nailing down that meeting with your potential clients then it’s high time you start creating a successful sales pitch.
So what does a good sales pitch looks like? What are the key points you should never forget to include when creating your sales pitch? You’ll find answers to your questions as you keep on reading this article.
What’s a sales pitch?
When most people stumble across the term, “sales pitch”, they imagine it to be a complex sales presentation that sales experts explain during their hour-long meetings. Contrary to the imagination, a sales pitch is a very condensed form of a sales presentation that explains everything your prospect needs to know about your product or service in less than a minute.
It’s your company statement, company persona, mission, and business card rolled into one short summary. It is a two-way conversation between you and your potential customers that spearheads your sales process from stage one to stage two.
A sales pitch is also referred to as an ‘elevator pitch’ because the key message is delivered within the time it takes to travel on a single elevator ride. Whether it may be the script that you pitch during your call with your prospects or the classic sales deck that you are presenting in front of your decision-makers, you should have your perfect sales pitch ready prepared, and polished for every occasion.
A sales pitch and a product pitch: Difference
While the end goal of both the sales and product pitch is to persuade your potential customer that you can add value to their business, the product pitch will emphasize more on your product or service’s features. You’ll dig deeper into your prospects’ pain points and the benefits they will reap when they make the purchase. You position your pitch around the
The Foundation of a great sales pitch
Research
Know your prospects before you utter a word to them. What better way to do that than performing out-and-out research on your prospects. You should have a clear picture of who your prospects are. What sort of business do they run? Which industry are they in? Who are their customers? What are the real pains they are facing while operating their business? How your product or service can alleviate their pain?
When you have answers to all of these questions, you can start tailoring your sales pitch. Showing your prospects that you know more about them and their needs before you even meet them indicates that they are more than just a sale for you and can be instrumental in making them listen to your pitch.
The Opening Pitch
Most of the prospects shut the pitch down based on the open lines. If you do not want to be tuned out by your prospects even before you had the chance to present your sales pitch, you should break the ice with your prospects with an interesting introduction. A simple hello or a generic introduction about you or your company is not going to knock it off. You should grab their attention by congratulating them on their recent win or by raising a question that relates to the problem you solve.
If you can show your interest in learning more about your prospects rather than explaining about you and your product, they’re more likely to pay attention to what you have to say.
Offer Value Proposition
Now that you’ve passed the first hurdle and gained the attention of your prospects, they are keen to know what you are going to bring to their table. It’s high time that you engage them with your product or service by offering them the value proposition. You can share a concise sales pitch that covers all the benefits your product offers and the gains they are going to reap when they make the purchase. It should influence your prospect to believe in your business and the values it offers as much as you do.
Storytelling
According the statistics shared by Brevet, only 5% of prospects remember the data points but 63% of prospects remember stories.
As the saying goes, facts tell but stories sell. This is why it’s important to create a compelling narrative for your sales pitch. It converts your plain ideas into tangible ones.
Rather than elaborating in simple words on how your product or service works, a story helps them understand and remember your product or service better. Your story should evoke positive emotions and wipe off the negative ones from your prospect’s mind. When you include storylines in your sales pitch, your prospects don’t just stay as passive listeners but involve themselves in the pitch and become an active part of it.
Social testament
People believe in what they see and not in what they hear. You may have impressive numbers to show to your prospects but unless they watch it for themselves, they are going to be skeptical about your product or service. They need reassurances that they can follow through with your numbers and entrust your product or service to their business.
Customer stories and case studies are some of the powerful ways to convince your customers that your product or service is the right fit for their business. You can talk about how your present customers’ paint points and how they benefitted from using your product or service. You can highlight the key points in the case studies and make it easier for the prospects to take in all the important key elements from the pitch.
You can also boost their confidence in your product or service and prompt them to try using your product or service by offering them a free trial or a money-back guarantee.
Call to action
You have a clear value proposition, added all the social proof to your pitch, and created a wonderful story to engage your prospects but if your sales pitch lacks the end goal, all your hard work will go down the drain. The major purpose behind a successful sales pitch is to steer your prospects toward your end goal and coax them to hit on a purchase button.
As per the statistics mentioned on IBP, 90% of the prospects never purchase the product or services unless they are requested to do so.
Your pitch should have an appealing call to action button at the end that will guide your prospects on what to do next.
As much as it is important to create an engaging pitch by adding a perfect mixture of all the elements, it’s equally important to add a clear and engaging call to action at the end of your sales pitch if you want to nail that deal. Check out the guide about, how to close the sales pitch.
6 powerful sales pitch ideas
Every sales team intends to build connections with their prospective clients on a deeper level using their pitching skills and close more deals. You need to strike the perfect balance between a concise and compelling pitch that covers all the value propositions your product or service offers without going overboard with your narrative. Having a proven framework that can come in handy and save you from a lot of hassles. Below, we have listed down the six effective sales pitch examples that you can use to start perfecting your own pitch and close profitable deals.
1. Accentuate your wins
Prospects prefer working with brands that are already on the top of the line and master the field better than any other players. So you can cash in on this window of opportunity to showcase the results you’ve delivered to other customers and win over the confidence of your prospective buyers.
Here’s a simple draft of how you can highlight your win in the sales pitch and draw the attention of your prospect.
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Content for the email template
Hello there,
Could your team handle 200m ARR?
I’m asking because just after three consultations with our team our clients such as {client name_1}, {client name_2} were able to drive 200M ARR for their brands.
We’ve recently launched {services} and the companies are already yielding higher results. It might sound too good to be true but you can schedule a call with us and see the results for yourself.
Kindly click on the below link and choose the time that works best for you
<Link>
Looking forward to connecting with you sooner!
Sincerely,
XXXX
Why this pitch works
The above sales pitch has all the key elements to win over the attention of your prospects and here’s why;
- It positions itself as an expert: The pitch oozes confidence and clearly implies that they are not a new player in the field and that they have the expertise to scale revenue for its prospects.
- It builds credibility: By name-dropping some of their customer names, they are adding social proof to the pitch and making it more worthwhile.
- It adds value proposition: By clearly stating the ARR value, the pitch delivers the value proposition their product or service offers and inclines the prospects to believe in their product or service as much as they do.
- It ends with an invitation: The pitch ends with a clear direction on what to do next by prompting them to connect for a call with them.
2. Agitate the pain points
No matter how many incredible features your product or service entails it has no value to your prospects unless it offers a solid solution for their pain points. Your sales pitch should track down and agitate all the pain points of your prospects.
One of the effective ways to do this is to use the PAS strategy in your sales pitch. PAS stands for Problem >Agitation > Solution. You start the pitch by pointing out the problem and poke at it by agitating it further and presenting your product or service as a solution to their agitated problem.
For example, if you are pitching your unified accounting software to any CFOs or bookkeepers, you can dish out all the challenges they face when dealing with multiple spreadsheets and how your product can eliminate those admin tasks and simplify their accounting process.
Here’s how you can leverage the PAS strategy in your sales pitch;
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Hello there,
Are you shuffling between too many spreadsheets to keep track of your cash inflows and outflows?
Are you finding it hard to create and manage bills manually?
{Product_name} has helped many customers such as {client_name 1}, {client_name 2} etc., in eliminating friction from their accounting process and managing them all in one unified platform.
I was wondering if you have a few minutes of your time to spare with us and explore how {product_name} can help your business in streamlining your accounting process.
Click here <link> to choose a time that works best for you.
We can’t wait to connect with you!
Cheers!
The above pitch touches base on some of the major pain points of their prospects and comprehends the problems they are going through. It agitates the problem before presenting its product as its perfect solution.
3. Offer compelling solutions with hard-to-resist trials
The value proposition is the core value of any successful sales pitch. It impacts your prospect’s decision-making process and adding an irresistible free trial is only going to heighten your chance to win your deal. Delve deeper into the prospects’ needs, wants, and fears and you can start working around the sales pitch by aiming at three questions;
- Who is your target audience?
- What are the problems they are facing and how are you going to solve them?
- How much are they capable of spending on your product or service?
Free trials help prospects to get a first-hand experience with your product or service at little to nothing cost. It would allow the prospects to ponder lesser on their purchasing decision and try signing up to your product or service.
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Hello there,
How much would you be able to accomplish with extra 15 hours per week?
I am asking you this because all of our clients such as {client_name 1}, {client_name 2} etc., are saving more than 15 hours of their time on {service_name} and investing it in scaling their business.
You don’t have to just rely on our word. You can sign up for our free trial and see for yourself. If you find our product or service unbefitting for your business, you can cancel it within 30 days.
You don’t have to spend a dime and it’s completely free for your use!
Tap on the link here <Link> to get started with your trial right away.
Cheers!
4. Exhibit value with social proof
Social proof is the deal breaker for your sales pitch. Prospects hardly take everything you state at face value and want proof that your product or service is truly worth their money. Including customer testimonies, case studies, third-party reviews, statistics, or industry experts’ recommendations can influence your prospect’s buying decision and drives conformity that they are on the right path in selecting the right product or service.
Hi there,
In collaborating with other companies such as yours {client_company name 1}, {client company name 2}, {client_company name 3}, one of the major issues they were finding it hard to cope up with is {key issues}.
To demonstrate how successful this has proven for our current customers, we’ve put together a case study about our partnership with {customer_name}.
<Download Case Study>
If this is something you’re challenged with too, feel free to set up a quick call with us at your best time. We have some ideas that might help with your concerns and drive rapid results for your business.
Looking forward to hearing back from you soon!
Cheers!
Here’re some of the factors to demonstrate that the above sales pitch example is an effective one;
It piques interest: The opening sentence piques the interest of the prospects by listing down some of the key issues faced by their competitors.
It convinces them how they solved their issues: The easy-to-download case study reveals how their product or service addressed all their key issues and helped them drive the desired results.
It concludes with an irresistible call to action that allows prospects to circle back with their inquiries.
5. Start your pitch with a strong subject line
If you are emailing your pitch, your subject line is the “once upon a time” that leads prospects into your sales story. In many ways, it is a microcosm of your whole sales pitch. An intriguing subject line speaks to prospects on a personal level and persuades them to take the time to read it. We analyzed sales emails from 15 different SaaS companies to identify the most effective tactics for writing powerful sales subject lines. Here is what we learned:
- Keep it personal by using the contact’s name and the word “you.” Generic subject lines are easy to ignore and will quickly end up in the trash folder.
- Hook the prospect into your story by writing something meaningful. Include an eye-catching statistic, offer an informational (or controversial) statement, or ask a question that demonstrates your knowledge of their industry. Do your research and target a personal pain point.
Crafting subject lines that are relevant to your prospects comes with practice. Consistently A/B test your emails to learn what works and what does not in your messages.
6. Present yourself as the master in your field
Prospects rely on the business that presents themselves as the mastersin their space. You can share some interesting facts and resourceful strategies to grab the attention of your prospects and build on a certain level of credence and reliability to your sales pitch. Additionally, you can also offer more resources in the form of audio, videos, or downloadable guides that the prospects can refer to when they keep on exploring your product or service.
For example, if you are running a design agency, you can send them links relevant to assets related to social media platforms size guides, or guides on how to create simple design templates using DIY design platforms.
Hello {prospect_name},
It’s here! Out-of-the-world design tips on how to take your brand on the storm on TikTok!
How big and small brands can win big on TikTok?
It’s no secret that brands can enjoy free impressions and the higher possibility of going viral much easier on TikTok.
<Take Me to the How to Guide>
The perfect mix for successful sales pitch
sales pitch ideas
and speeding up onboarding by two weeks could have.
Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them.