When it comes to pitching a product or service, there is an art to being successful. As part of establishing and growing a business, sales are critical. However, trying to convince someone that what you offer is superior to what the competition offers is usually a challenge, especially for younger entrepreneurs.
In reality, closing a sale requires effort and dedication that goes beyond running down a list of features and benefits of what you sell. Instead, an effective sales pitch consists of honest conversation in which you show potential buyers ways in which your products and/or services are beneficial.
Key Methods of Success
The goal when giving a sales pitch is to think about how your products/services will help others, as opposed to just thinking about what you have to offer. In other words, you have to look at things from the client’s perspective and then find ways to promote solutions through what you sell. To be successful in pitching a sale, you want to focus on five things in particular.
- Face-to-Face Conversation—Through in-person conversation, you have the ability to connect with the buyer. As the conversation progresses, you want to look for telltale signs that a point of agreement is met. Typically, this involves subtle gestures like direct eye contact or the nod of the head. When you see these, you know the potential client is paying attention, interested, and agreeing that your product and/or service is in fact beneficial.
- Solutions—Clients will purchase products and/or services they believe will solve some type of problem. Through conversation, you will recognize what that problem is, making it possible to pitch the solution.
- Uniqueness—You also need to explain how your product and/or service is unique to what others sell.
- Key Benefits—Because the potential client wants to know ways in which your product and/or service is beneficial, your goal is to discuss features, focusing on specific things that you know relate to the client’s need.
- CTA—Probably the most important thing you can do during a sales pitch is provide the client with a call to action. Unless you make an invitation to close the deal, there is little chance of anything happening.
Instead of feeling pressure to make a sale, focus on ways your product and/or service will help the client. Face-to-face communication and keeping the spotlight on the prospective client’s needs will make your sales pitches far more effective.