Sales presentations are proposals for a product or service and can be either formal or informal. A sales pitch is more relaxed than a presentation template and is often used to make initial contact with potential customers. It should always have three things:
- A clear introduction of who you are
- What you’re offering
- The benefits of your offer
This blog post is about personalizing your sales pitch. A good sales pitch appeals to the needs and desires of the person on the other side of the table. But how do you tailor your pitch when you do not know who your audience is?
Keep reading to learn six tips on personalizing your next sales pitch.
1. Do Your Homework
Leads and customers will respect the fact you took the time to research them and their company. You do not need to go to the extent of internet stalking to know where their last family vacation was. But you should be familiar with the company, their key priorities, and where they have offices. Doing your research will show how invested you are in taking this connection seriously.
2. Use Their Name
Thanks to your research, you should have all the information you need about the contact. Whether writing an email or making a phone call, you should always state the lead’s name, title, and company.
A good backup plan is to research additional persons in the company with a similar role or title. In case the lead you are trying to contact is unavailable, you can quickly ask to speak with someone else.
3. Say Your Name
While you’re at it, make sure you say your name! Stating your name more than once will ensure the person you speak to will remember it. Start the conversation with your name, title, and company. If it comes up naturally throughout the conversation, drop your name again. If not, wait until the end to remind them. It is best practice to share credentials often to establish credibility and add a personal connection.
4. Have a Solution to Their Problem
By researching your customer, you should be aware of one of the biggest problems they are facing. Perhaps their current provider has unreachable sales quotas, or their solution does not offer the latest unified communications features. Not all problems are surface-level, and your lead may not even know them.
For example, in your research, you may have found your lead currently does not offer SMS. You now have an opportunity to showcase the benefits of adding this additional feature to their existing offering.
Everyone has the ‘best’ solutions, but your customer wants to hear how your solutions can help them. If you can not provide the results, do not waste your time by contacting them.
5. Match Their Behavior
If you connect with a direct and results-driven person, match their attitude by showing them stats and getting to the point. But, if the lead is friendly and chatty, don’t be afraid to open up and give them the floor to speak.
No person is the same; therefore, no sales pitch will be the same. Adjust your strategies accordingly and treat the exchange as a conversation rather than you reading directly off a script.
6. Make them Feel Important
As we draw our post close, the most essential tip is ensuring your lead feels important. Let the person know how you found their company and discuss their recently published blog post. Or tell the individual that your marketing department identified their company as a good fit for a partnership.
When you make your lead feel important, you can gauge their timeline and assist them in deciding if they want to proceed with the next steps.