If your company has a standardized way of handling sales pitches, and you haven’t been experiencing the ROI, but you feel you should, it’s probably time to change it up completely or refine your tactics. We’ve put together the following steps which will help you create a winning sales pitch and successful proposal.
Before I begin, the most important thing to keep in mind is this…Throughout your pitch/proposal, the prospect will constantly be thinking “how will their product/service help me make and/or save more money”? Therefore, everything you do and say within your pitch should be answering this question so that when you are done, they have a crystal clear understanding.
- Learn Industry Context with Research
In order to speak intelligently to the business you’re pitching to, you need to do some serious research in order to understand their business, industry, market dynamics and competitive landscape. This information should be communicated back within your pitch/proposal.
- Address Prospect’s Specific Pain Points
Once you’ve done the research in step one, you’ll uncover what the target’s pain points are from their point of view as well as from their customers. From there you can hone in on the top two or three and spell them out.
- Give a Detailed Description of Your Solution(s)
Directly address, in detail, how your product or service will help resolve/improve each of the target’s pain points. Provide case studies and show how you’ve done this for other companies and discuss the outcome (add customer testimonials).
- Provide Information About Your Company
This is where you need to provide information about your Company and why your company is “better than” your competitions.
- Include a Call to Action
It is essential in a pitch or proposal to include a call to action. What do you want the business to do after reading your pitch? You should also have a form of measuring your call to action. For an example, if your call to action is for them to reply back to an email, click a button that redirects to a specific landing page, buy a sample or trial subscription. Record how many businesses are performing the action, analyze the results and then go back and enhance/refine your efforts.
Creating or enhancing a B2B pitch or proposal should be well-researched and can take years of practice to master. When you’re ready, shoot us an email…We’re always happy to help!
Danielle Foley, President
Foley Marketing Advisors