- Swapnil Dalal
The Best Sales Pitch Is NO SALES PITCH
At Meudyojak networking meetings I see some people just handing over their business cards and speak about their business. They should also listen to other entrepreneurs .
In a networking event, if you go with the intention just to talk, talk and talk about your product/service, and make the sale, then it’s not networking.. But if you go in to have a two-way conversation and build a trusted relationship with the prospects, you will have paved a path towards success.
The point of sales pitch at a networking event is to give prospects enough information that they need to know more. This is the beginning of building a relationship. So if you get this right, you really can start the conversation which will lead to opportunities.
Here are some tips for an effective sales pitch :
1] Do Your Home-work - Know who you are pitching to. If you are not researching your customer, you are reducing your chances of making the deal. 82% of sales people are not aligned with the needs of their buyer. Study their business and its need, prior to executing the pitch. You may start by pursuing their website or Linkedin profile.
2]Give your best first impression and create positive initial impact with a firm handshake that shows your confidence and interest in the opposite person. The initial sales pitch is the first step in building a lasting relationship with the prospect.
3] Tailor Your Pitch Everytime - Tailor your sales pitch to address that business’ needs and take the deal further. Prospects won’t waste time on you if you don’t know exactly what they require. Show them that you understand their business. Highlight your product’s specific feature only, that matters to them the most. Your sales pitch should be different each time you deliver it.
Your message should be honed on a specific product feature or features that the audience will benefit most from.
4] Provide Proofs - Prospects may feel/question “How do I believe you ?”. So add a testimonial from someone who has bought from you, explain how you helped them. Use real client’s pictures to enhance credibility impact.
5] Keep it simple - Keep your exchange light and informal. You don’t need to do the sale on the spot. Just start the conversation by asking open-ended simple questions. Make them clear about the outcome or benefits of working with you will be. People are more apt to do business with them whose company they enjoy or feel comfortable with. Remove unnecessary buzzwords like “synergy” or “profitable”. You don’t need those once you know your customer’s needs.
6] Ditch the Pitch - You go to networking events for the sake of your own business. Everyone else does the same. But the real art is to turn this for your mutual advantage by building a good business relationship. Hence, don’t pitch. Instead understand each others problems and try to resolve them. Form trusted relations, so that the people who buy from you don’t require any convincing.
7] Call to Actions - Don’t just pack up after your pitch. Ask your conversation partner the best way to stay in touch. It is said that the networking is where the conversation starts, not ends. Every sales pitch should end with a call-to-action that makes sense. Never wait for the customer to make the call to action. Stay in touch via e-mail or phone or social networks like Linkedin. Get in touch within 48 hours of the event to show you are interested. Move forward with a follow-up meeting.
An effective sales pitch isn’t a monologue. It’s a dialogue. A two-way conversation where you put real thoughts and efforts, listen to the prospects, ask real questions, and offer them a solution to the problem they are facing. Be a resource. Your pitch should be the simplest and fastest way to set yourself apart from your competitors.