Improving Your Sales Pitch and Perfecting Your Pitching Skills
Whether you’re speaking to potential clients/customers, investors, or partners, having a polished and persuasive sales pitch makes the difference between achieving your goal or not. In this post, we’ll explore tips and techniques to take your pitch from mediocre to masterful.
Types of sales pitches
Not all pitches are the same. Before you create or refine your pitch, identify your objective and what kind of outcome you want to achieve. Here are a few common types of sales pitches to be aware of:
- Elevator pitch: A quick 30-60 second pitch explaining your business. Have this fully memorized for any situation.
- Product/service pitch: A 2-3 minute overview of a specific product or service you offer. Describe the problem your product/service will solve, differentiate your offering from competition, and explain the positive impact your product/service will have.
- Fundraising pitch: A 5-10 minute presentation asking for investment. Focus on your track record, profit potential, and what sets you apart.
- Partnership pitch: A 3-5 minute pitch proposing a strategic alliance. Emphasize shared goals and mutual benefits.
Shaping your pitch
These guidelines can be adapted to developing any type of pitch.
- Address pain points.
- Use data if available to support your key points.
- Start describing your offering with the most important point.
- State your ask in clear, simple terms. If you don’t have a clear ask, your pitch will create confusion.
- Be concise. Respect your prospect’s time by highlighting only the key points. You can dive into relevant details once you’ve engaged the prospect’s interest.
- Open strong. Consider how you might weave an engaging story around a critical problem you propose solving for the prospect.
- Customize your pitch. Before you deliver a pitch, research your audience and focus on points that matter most to them. Leave out items that are irrelevant for a specific audience.
- Use visuals. Choose from a range of options to support your claims and make your pitch more memorable: slides, video, print collateral, or samples.
Honing your pitching skills
With practice, anyone can become a better pitcher. Here are some skills to develop:
- Vocal variety. Use changes in tone, speed, and volume to add color.
- Body language. Use confident, open posture and gestures. Avoid nervous tics.
- Active listening. Pause to ask questions of your audience and really listen to their replies instead of thinking about what you will say next.
- Improvisation. Think on your feet to handle questions and reactions smoothly.
- Storytelling. Craft compelling narratives that capture interest.
- Memorize your pitch and practice it before you deliver it. If you have to read it, you’re not making eye contact and you diminish your credibility as an expert if you can’t present without notes.
- Convey your enthusiasm for your offering and what you do.
With practice and preparation, giving your sales pitch will feel as natural as having a conversation with an old friend. When you’re in your comfort zone, you feel enthusiastic about opportunities to pitch and confident you’ll win the business.
If you would like to discuss strategies to grow your business, let’s talk: