Sometimes we have awesome ideas and we see they have a huge potential to become great businesses. However, not always people see things the way we do. Because of that, it is important to be ready to present your ideas and to fully transmit the value you saw in them.
A pitch is a little speech that has the purpose of reaching other people to make them buy whatever you want to sell (a product, an investment, etc). The difference between a pitch and a common selling speech is that you have to prepare yourself in advance. You need to organize your thoughts and make your message clear.
Good for you, there are some valuable tips and scripts you can follow to build a successful pitch. We will show them below.
The consumer follows 5 steps when making a buying decision. You should be aware of this when delivering your pitch in order to know exactly in which step your future client is in.
1. Problem recognition
2. Information search
3. Alternative evaluation
4. Purchase decision
5. Post purchase behavior
Now, to effectively craft your sales speech, you should pay attention to the following tips.
Everybody has problems (lots of problems). You need to know what the other person thinks, what are their concerns and you got to make them recognize they suffer from it. If you do that, you can show them how your product/idea can be the solution of their lives.
But how to do that exactly? Easy. You have to make questions. You shouldn’t expect to know different people without actually talking to them.
So feel free to ask about their situation, their frustrations, their work, their ambitions. In any moment you will know that person really better and will know exactly how your product can fit their needs.
Don’t be technical
This is mainly important for the IT people.
Of course it is extremely important to know every single detail about your product, including its pros and cons. However, it is usually not interesting for the buyer to know about the product itself, he just wants to know how that idea can solve his problems.
Therefore, don’t simply give technical details, but tell the customer how he can benefit from them.
Be prepared to answer
Most probably, people are going to ask questions. You know you don’t have a perfect and magic solution for everything, so it is natural that people make objections.
Before you go out to try selling your idea, think about all the cons of your product and every kind of question people might do about it. Then, rehearse your answers for them to be natural and to make them sound as you really mean them. That will make you sound more trustable.
Also, people make excuses. If they say “I don’t have time”, “I don’t have money”, “I don’t need this” or “your product is way too expensive”, you need to be prepared to show them otherwise.
Not everybody is the same
When you develop a product, you are most likely to have a specific public (e.g. if you have a car company, your public is composed by the people who have a driver license). However, even within your clients you have uncountable different groups - there are people who prefer safer cars and safer driving, there are those who like dangerous driving and sports cars and so on.
Hence, only one speech is not going to convince everyone. When you finish crafting your pitch, you need to think about different publics and try to adapt it.
Here in Wizzora we have to do the same when it comes to advertising to different publics and to reach more people and more effectively.
Practice a lot
No other tip is as important as this one.
People have lived their lives frustrated about several buyings they made and, because of that, they are always reluctant of taking a next step on a product. Besides that, buying something means making a choice, and making a choice means giving up on something, and that gives people a sensation of loss.
So, when you deliver your pitch, you should be really confident and the other person should be able to rely on your word easily.
This confidence will come after hours, days or weeks of practicing - whatever it takes. You will be perfect on giving your message only when even your body language is correctly corresponding to what you want to say.
Be sure to have someone trustable to rehearse your speech with and to give you lots of feedbacks.
Now, you already have a good basis to start building and practicing your pitch and to leverage your sales. Go on!
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