Today’s buyers are constantly bombarded by sales pitches and presentations.

It’s hard to get noticed when there are so many other companies trying for the same job you’re applying for, but what can you do?

Maybe you can picture a great sales presentation in your head, but it’s hard to translate that into words on the screen. Maybe you’re doing well and just need some more ideas for improvement.

In this article, you’re going to learn how to make a sales pitch with an easy 6-step framework that will get results every time. You’ll also have some actionable ideas for your presentation so people can remember it.

  • You should know your customer and be able to empathize with them.
  • When you’re too clear about your solution, people may not be able to see the problem.
  • Make a Splash with Your Reveal
  • The benefits of diversity are clear, but the impact is not as well-defined.
  • If you want to win over a customer, give them examples of your successes.
  • Summarize the Next Steps

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Step 1 To Make A Pitch: Know Your Customer

When you are meeting with a customer, it is important to do your homework and research the business that they work for. This will help you better understand who you are presenting to.

Sources you need to search

  • I have to read the LinkedIn profile and their recent posts.
  • Google their name. What are they willing to share about themselves publicly?
  • Look at what social media platforms their profiles are on, and how many friends they have.

Get a sense of what the meeting will be about and try to plan out different approaches for when things go differently than planned.

During the meeting, show your customer that you understand their needs by listening to them and understanding what they are talking about.

The goal is to build trust with customers, which makes them want to do business with you.

Step 2 To Make A Pitch: Tie up the Problem for Your Solution

You need to go from the prospect’s problem and show them how your product can help. You should take their problems and summarize it into a visual statement that will grab their attention.

The goal of a sales presentation is to show how your product solves the prospect’s problem.

Sales pitch tips

Create a visual of the customer’s process and then align your solution to their problems.

Visualize the responsibilities of different departments and work teams. Make sure to include any necessary details in your visualization.

You need to know what pressures your customer is facing internally and externally.

It’s not enough to just use words. Use pictures and graphics, too.

It is important to get at the root of a problem; otherwise, it may be difficult for your customer to see that you understand them.

It’s time to rethink buyer enablement. Here are five ways to cut through the noise.

3 mistakes to avoid when showing problem statements

Don’t mention any problems you can’t solve or stay focused on the positive.

The problem statement should be easy for the customer to agree with. Don’t surprise them by trying to solve problems they don’t care about.

You should wait to solve their problems until after you have demonstrated your product the first time.

Step 3 To Make A Pitch: Make a Bang with Your Product Reveal

This is your chance to make a great first impression.

You’ve set expectations with your potential client and guided the conversation towards your solution. Now you can finally show them all of those beautiful graphics, marketing slogans, etc.

Here is an example of a great opening sentence from Zuora.

 

to make a pitch

If you have a great introduction to your product, the customer will already know all about what it can do. You won’t need to talk extensively about that.

If you’re solving a problem that your customers are already familiar with, there’s no need to reinvent the wheel.

If you don’t address any of the issues before now, then your audience will lose interest and not want to help with anything. They won’t be surprised by new problems that they haven’t already been thinking about, but always deliver on a solution for any problem mentioned.

I first heard about The Sales Hacker Demo Guide at a conference and it seemed like an especially helpful resource to have for salespeople.

Graphics, graphics, graphics

You’ve already established a graphical theme, so just use that for this slide. Don’t overload the potential features and fixes on it.

This slide should be about you and what your customer needs to know. Keep it simple, but memorable.

Using this example from Zuora, it is clear how they are different. It would be hard to explain in words.

to make a pitch

Step 4 To Make A Pitch: Quantify the Advantages and Summarize the Impact

When it comes to metrics, don’t forget about them. B2B buyers and users always look for numbers; without any hard facts your credibility will be lost.

If you want to increase the value of your deals, show them how much success metrics they have.

Quick tips for utilizing metrics

Your customer will measure success with metrics that are important to them. If your product integrates seamlessly into what they’re already using, it’ll be a much better fit.

A bigger company doesn’t always mean better. If you can’t back up your numbers with customer-focused issues, people will doubt what you say.

When you are using numbers in your presentation, make sure that they come from a reputable source. It will help to back up any claims.

When you are trying to sell your product, don’t dwell too long on statistics that aren’t in line with your core messaging. Random callouts can be helpful but should only take up a small percentage of the time spent selling.

Use more  visuals to drive home numbers

When displaying numbers, even if it’s a table or chart, make sure to use boxes and large fonts.

When you design a slide, think about how the numbers need to be read. You don’t have to make it look like evidence from a courtroom.

Notice how in this example, it can be more visually appealing to view statistics as elements of design.

Source

 

Step 5 To Make A Pitch: Give Your Customer Some Case Studies of Your Successes

Customers want to be reassured that your product will work as advertised and if you can’t provide any proof, then they’re likely not going to buy it.

Tips for killer case studies

This slide is going to be a lot of information, so you’ll need to include background on the customer and metrics from the implementation.

This text is designed to discourage your audience from reading, because the brand names stand out. The rest of the words are small and easy to read.

to make a pitch

After you finish your pitch, don’t be afraid to leave this as a reading assignment for the customer. Ideally it will help support and promote your product after the presentation has ended.

Make sure to do your due diligence and get the customer’s approval before publishing this case study. If not, make sure you properly attribute the customer so as not to run into legal issues.

If you don’t have a case study, get one. It will prove that this isn’t your first time at the rodeo.

What to put on the slide for your case studies

When giving presentations, put the takeaway at the top of your presentation to make it clear what you want people to remember.

Quotes are powerful because they put the customer in a similar state of mind to that of the client in your success story.

These slides are easy to read and understand because they’re visually appealing.

Statistics are always better than words. Numbers create a more solid argument.

Step 6 To Make A Pitch: Summarize the Future Steps

After you make your pitch, tell the customer what’s next. What are they supposed to do after hearing this?

to make a pitch

Prepare like you’ve already won and start leading them down the path to a closed deal. The last slide should be your roadmap to implementation, starting right then with the conclusion of your pitch.

How to End Your Presentation

Be specific. This should be a roadmap, not just vague ideas.

Some steps can be done even before closing a deal, such as: -Developing and maintaining strong relationships with key decision makers -Understanding the client’s needs and priorities -Demonstrating expertise in your product or service

You want to show that you’re thinking about the future, but not too far into it. Stay focused on what your customer needs right now.

Keep your to-do lists short and simple. A good rule of thumb is three or five items per list.

The final step of a successful pitch is an actionable next steps plan. Your customer wants to know what the next step will be, so don’t disappoint them by not having one.

A good final impression can help leave a strong finish in the minds of your customers.

Now is the Perfect Time to Pitch

Just make sure to focus on the customer and what you can do for them. Create a presentation that would be good if it were your own.

If you want to win more pitches, get out there and start pitching!

We all know how important it is to make a great first impression in sales. Here are some tips and tricks for successful pitches: – Use your best voice and body language, be confident but not cocky – Have the right attire – dress professionally without being too formal or casual – Tell them what you can do for their company (give examples) instead of just talking about yourself


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.