How to Write Your Sales Pitch

Desk of Contents

What Is a Gross sales Pitch?

A gross sales pitch is a brief message that identifies a prospect’s wants, explains how your product meets these wants and encourages the prospect to purchase. An efficient gross sales pitch proves a possibility to seize a prospect’s curiosity by displaying the worth that they might obtain from buying your product.

The gross sales pitch shouldn’t solely deal with how nice your product is. Deal with how your product makes life higher for the prospect.

Each interplay with a prospect contains some type of a gross sales pitch. Every pitch is barely completely different, whether or not you’re sending a chilly electronic mail, studying about your prospect on a discovery name or assembly in particular person to shut the deal.

Early-stage firms ought to consistently consider their gross sales pitches as they converse with prospects. Founders and gross sales professionals ought to replicate what’s working, adapt what isn’t and check new approaches to see what sticks.

Gross sales Pitch vs. Elevator Pitch

The distinction between a gross sales pitch and an elevator pitch is that gross sales pitches are supposed to entice a prospect to purchase your services or products, whereas elevator pitches are a extra common rationalization of your organization supposed for a wider viewers.

A gross sales pitch sometimes happens while you’re actively engaged with a prospect that might profit from shopping for your product. Your message will likely be extremely customized to that prospect’s firm, market and total scenario. It’s sometimes delivered in a prospecting electronic mail, discovery name or product demo.

An elevator pitch is an summary of your organization: a narrative that firm leaders inform about their market, business, values, expertise, clients and use circumstances. It’s sometimes communicated to potential traders or different stakeholders that wish to be taught extra about your organization — even when they’re not seeking to purchase your services or products. Contemplate the About Us portion of a press launch or the opening minutes of an investor pitch deck presentation.

Find out how to Write a Gross sales Pitch

To write down a gross sales pitch that wins offers, observe the following tips:

personalize your pitch;
deal with outcomes and worth;
use knowledge factors;
inform a buyer story; and
create a way of urgency.

1. Personalize Your Pitch

All the things about your gross sales pitch must be tailor-made to your prospect. Keep in mind: You’re portray an image of how your superior product makes life higher or simpler for the particular person on the opposite finish. Take a while to analysis your prospect’s firm, market and business so you possibly can converse to their issues and wishes.

You need to know your product options and worth props in and out, so you possibly can choose the particular attributes that attraction to every prospect.

2. Deal with Outcomes and Worth

There’s a typical gross sales cliche: When a buyer buys your product, they’re shopping for extra than simply your product. What higher future will they obtain after they personal your services or products? Will they get monetary savings, save time, drive income or mitigate threat? What’s most essential to the potential buyer?

3. Use Knowledge Factors

gross sales pitch requires a assured salesperson that may converse to the worth props of their product. But it surely by no means hurts to again up your speaking with some chilly, onerous numbers.

Collect proof factors from earlier clients to point out your product’s observe file for delivering worth. That is your probability to offer a “9 out of 10 dentists suggest this toothbrush” second. Social proof is highly effective; use it to your benefit.

4. Inform a Buyer Story

Knowledge is nice, however you shouldn’t solely depend on numbers throughout your pitch. Folks purchase from individuals; human connection is a driver for a lot of profitable offers. A survey from a Stanford College advertising professor reveals that after a 60-second pitch, 63% of individuals will bear in mind a narrative, whereas solely 5% will bear in mind a statistic.

The easiest way to cowl your bases is to incorporate each statistics and tales. Buyer testimonials and case research assist your prospect envision the success they’ll have after implementing your providing.

5. Create a Sense of Urgency

You’ve delivered a highly-personalized pitch — backed by knowledge and testimonials —that communicates your product’s worth. Now what?

It’s time to money in on your entire efforts. In line with StoryDoc, pitch decks containing a singular, clear subsequent step convert at a 27% greater charge than people who don’t. Define what’s subsequent for the prospect: reserving a demo, signing up, scheduling a second name, and so on.

Don’t be afraid to make use of FOMO to your benefit, both. You need prospects to take the following step instantly, reasonably than ready round for a competitor to swoop in. Emphasize the worth they’re leaving on the desk in the event that they wait and think about using offers or reductions to encourage fast motion.

Gross sales Pitch Examples

salesperson must be snug with the next forms of gross sales pitches:

electronic mail pitch
cellphone pitch
voicemail pitch
Zoom pitch
in-person pitch
follow-up pitch

I’ll clarify the intent and elegance of every pitch and supply an instance of how I’d pitch York IE in every state of affairs.

1. Electronic mail Pitch

Whenever you write a gross sales pitch electronic mail, start by introducing your self and explaining why your organization is the precise match to unravel the prospect’s downside. Deal with the worth your services or products will present for them. All the time provide a time that you just’re accessible to fulfill or chat with the prospect; this reveals that you just’re able to go and have time put aside to work with them.

A relentless theme all through every kind of pitch: All the time analysis your prospect beforehand so that you perceive the wants of their enterprise.

Expensive [Name],

As a founding father of a fast-growing startup, do you want hands-on steering and experience to develop your enterprise? 

At York IE, we offer Advisory as a Service to expertise firms. Our group acts as an extension of yours, offering each technique and execution throughout product growth, advertising, FP&A and go-to-market.

We’d like to be taught extra about your enterprise and the way we can assist you succeed. Would you prefer to schedule a while to fulfill? I’m accessible anytime after 2 p.m. on Tuesdays and Thursdays.

Thanks on your time and we sit up for listening to from you quickly.

Sincerely, Gregg

2. Telephone Pitch

For those who catch a prospect over the cellphone, you’ll must be persuasive and assume in your toes. Perceive the wants and challenges of your prospect and spotlight how your product options clear up that problem. Be prepared for objections — and know find out how to steer the dialog again to the worth you’re offering.

Set expectations for the decision. The principle objective, sometimes, is to schedule a proper chat with the prospect to get into specifics.

Hey [NAME], that is Gregg from York IE. I do know you’re in all probability very busy, however I needed simply to see in case you’d been occupied with studying about some hands-on sources that might actually allow you to develop your enterprise.

3. Voicemail Pitch

For those who make sufficient cellphone calls, you’ll absolutely find yourself leaving some voicemails. Given that you just solely have a brief period of time to go away a message, you’ll must concisely clarify who you might be and what may pique the prospect’s curiosity. Make certain to offer your contact info so the prospect is aware of find out how to attain you.

Hey [NAME], that is Gregg Nelson from York IE. We’re a strategic development and funding agency that provides hands-on advisory providers to rising tech firms. Our tech-enabled providers and deep operational experience can assist deliver your product to market, speed up development and construct a memorable model.

I’d love to talk a little bit additional about how we might work collectively. Give me a name again at 555-5555. Thanks a lot!

4. Zoom Pitch

To succeed in a prospect over Zoom, you doubtless already captured their curiosity with an electronic mail, cellphone or voicemail pitch. Nice work! Now it’s time to capitalize and switch that curiosity into buy intent.

You’ll want to totally put together earlier than the decision. Share an agenda with the prospect, in addition to any supplies or visuals you intend to current.

When you’re on the decision, be pure. Make a little bit small discuss earlier than diving in. Determine the prospect’s issues and wishes and the way your options and advantages clear up them, with proof factors to again you up. Be ready to stroll by any decks or paperwork you shared by way of electronic mail.

Earlier than you shut the decision, be sure to reply any questions the prospect could have, and agree on what the following steps must be: one other name with further stakeholders, a demo, a contract, and so on.

I’m so glad now we have the possibility to talk over Zoom. I do know I defined a bit about York IE in my electronic mail, however I’d like to dive a little bit deeper and undergo the deck that I hooked up, as effectively. 

Earlier than we dive into York IE, I’d love to listen to a bit extra about your enterprise. Is there a selected space of your organization that might use a lift?

5. In-Individual Pitch

An in-person pitch is your finest probability to get to know your prospect and construct rapport. Many of the classes from the Zoom pitch apply to the in-person assembly, with one exception: an in-person pitch depends a lot much less closely on a gross sales deck. Your in-person assembly ought to really feel like a barely extra informal, back-and-forth dialog.

It’s nice to have the ability to meet with you face-to-face! I needed to take this time to listen to a little bit bit about your organization’s wants and talk about how York IE’s advisory providers assist firms speed up their development.

What’s been in your thoughts not too long ago as you develop your enterprise? Is there something that may be holding you again from reaching your targets?

6. Comply with-Up Pitch

Anytime you converse with a prospect — in particular person, on Zoom or over the cellphone — you need to plan to ship a follow-up electronic mail. This electronic mail will mean you can briefly spotlight the important thing factors of the dialog, re-emphasize how you’ll clear up the prospect’s challenges and reshare your gross sales deck or different supplies. For those who agreed to a second assembly, now’s the time to schedule it and talk about the following steps.

Expensive [Name],

It was nice to talk with you at present. I’m glad to listen to that your organization’s been rising quickly over the previous few months – that’s an enormous achievement.

I additionally perceive that it’s turn into harder to handle your funds and keep a monetary mannequin with this fast development. I feel our Company Technique and FP&A apply is a superb match that can assist you construct a robust monetary basis that’ll put together you for the longer term.

I’ve contacted our CFO Janelle Gorman, who mentioned she’s joyful to hitch our subsequent name to elucidate a bit extra about our FP&A Apply. Janelle and I can be found on the following occasions:

Monday, 9 a.m.
Tuesday, 12 p.m.
Wednesday, 2 p.m.

Let me know which works finest and I’ll schedule a name. Thanks on your time and we sit up for listening to from you quickly.

Sincerely, Gregg

A gross sales pitch is available in many kinds. Regardless of the way you’re pitching, it’s essential to stay laser-focused on the worth your product offers on your prospects. Dig deeper to know your prospect’s challenges, and be ready with case research and knowledge factors to show your case.