How to Craft a Sales Pitch that Gets You More Clients

If you do not have an intimate knowledge of what your products and services do and what benefits they can provide for consumers, you will lose many potential customers early on in the sales process.

Ultimately, people buy from sellers who instil confidence in them. If you sound like you know what you are talking about, prospects will see you as an authority in your field. Consequently, they will trust that what you say is accurate.

Even if you think you already know your business well, it is always worth increasing your knowledge because the more you know, and the more you talk about it, the more natural you will sound when you pitch to potential clients.

If you hesitate and stumble over your words when trying to explain to somebody what your business does, you will lose some or all of their interest. And if you fail to describe your business clearly, potential clients will struggle to remember what you do.

This is why clarity is critical. When I decided to start my weekly show about using public speaking to make sales, I knew I needed a title that concisely described the show’s aim. I did not try to be too clever with it, and soon settled on ‘How To Speak To Sell To Grow Your Business’. It may not be as creative as I would like it to be, but it makes it crystal clear what the show is about, which is the most important thing.

Think for a minute about The Rolling Stones. Incredibly, they have been making music for over 50 years. Despite this, they still go out and perform some of their oldest songs with much of the same swagger they used to bring to the stage in their glory days.

It takes real passion to do that. You really have to love what you do and believe in it wholeheartedly. If you can do that, you will never get tired of giving the same sales pitch over and over for many years. It will become your hit song – the one you keep singing again and again because it makes you lots of money.

Any successful business needs to do particular things to survive and thrive in a very competitive world. These things will vary massively from industry to industry, but the goals will be similar.

As a salesperson, it is your job to identify how you can help each potential customer achieve their goals so they can survive initially and then thrive in the future.

For example, if a company is paying too much money for the aluminium it needs for its building projects and your company offers them a better deal, you have helped that business survive.

If that company starts to grow and complete more projects and you then offer them an even better deal than before for the aluminium, you will be helping that business thrive.

If you pitch a great product to somebody that will provide them with exactly what they need, the chances are they will want to buy it from you.

However, if you do not clarify how they can do it, they may leave the interaction without committing to purchase. This opens up the possibility of finding another company that offers a similar product and then buying from them because they made the process simpler.

This scenario highlights the importance of including a call to action in your content, whether it is a sales pitch, an article, a speech, or a social media post. If you tell your audience how to take the next step, they are far more likely to actually take it.