There are few things more important in the marketing world than being able to make the perfect sales pitch when it comes down to it. It doesn’t matter how refined your marketing solutions are, how good your keyword research is, or how targeted your advertisements are. If you can’t close the deal, its going to be tough to bring in business.
However, that is not to say that selling is an inborn skill, like some salespeople would have you think. Like nearly anything else, it is a learned ability. Sure, some people have a bit more of a penchant for it – but anyone can learn. Here are a few of the keys to making a perfect sales pitch.
Prepare, Prepare, Prepare
You should always be prepared to make a sale. You don’t know who you’ll sit next to on the bus, who you’ll meet at dinner, or who you’ll see in the elevator on your way to work. Always have a 30-second sales pitch ready to go, and keep it updated with relevant information about your company.
Beyond this, know your industry inside and out, and know your customers’ industries inside and out. If you’re going to a trade show, research the competitors of every company you’ll be speaking with. If you can immediately demonstrate value by discussing a potential customer’s competitors and how he’ll be able to use your product to dominate the market, you’re already two steps ahead of the game.
Bring the Proper Support
This is essentially part of preparation, but make sure that you have any necessary documents or back-up materials on hand when you might be meeting with a customer. This could include anything from sample products, to company documents, to industry reports, to personal research. It doesn’t really matter what the information is, so long as it’s relevant.
Visual materials serve two major purposes. First, its much easier to give a sales pitch or any other type of presentation when you have a visual aid to reference. Second, it just makes you look more prepared and more professional, which always helps to close a sale.
It’s often said that it doesn’t matter if you’re right or wrong. If you’re confident enough, people will believe you. Personally, I don’t know if I’d take it that far, but there’s definitely a grain of truth to the saying.
And nowhere is this more applicable than in sales. If you’re not 100% confident about the product that you’re selling, how can you expect who you want to buy it from you to have any faith in it either? You always need to be 100% confident.
Fortunately, this all works together quite nicely. Proper preparation and the proper support materials will go a long way toward making your more confident in your selling, and a bit more confidence will go a long way toward closing more deals.