Crafting a compelling sales pitch is crucial; it can make or break the deal. Before meeting with your customer, ensure your pitch is polished.
It serves as your opening line, your verbal business card, setting the tone for the conversation. You believe in your product—it’s exceptional, user-friendly, innovative, and loaded with features your clients adore.
However, despite your enthusiasm, sometimes your message doesn’t resonate with prospects. It happens. But fear not, it’s not the end of the road.
If you often struggle to connect with prospects and convey the value of your offering, it’s time for a pitch upgrade.
In this article, discover the elements of a stellar sales pitch, explore different types, and glean inspiration from top-notch examples. Upgrade your pitch game and watch your connections flourish.
What is a sales pitch?
A sales pitch is a concise presentation by a salesperson outlining the essence and advantages of their business, ideally delivered in under one or two minutes.
Often dubbed as ‘elevator pitches,’ they should fit within the time constraints of a single elevator ride. It serves as a brief, compelling message introducing a potential buyer to the product and piquing their interest.
A successful sales pitch captivates the buyer’s attention, enticing them to dive deeper, engage with the sales rep, respond to emails, or schedule a demo. This initial interaction is pivotal for the entire prospect relationship; a lackluster pitch can deter further interest.
Hence, it’s vital to craft a sales pitch that is engaging and succinct. Unlike a comprehensive sales presentation, a sales pitch is significantly shorter, typically under 60 seconds, and focuses on addressing the buyer’s primary pain point and the core value proposition—no intricate features or details.
Types of sales pitch
Communicating through email differs from making a cold call or responding to an in-person inquiry like “So what do you do?” at a seminar. It’s essential to tailor your sales pitch to suit each scenario.
Here are the types of sales pitches you may require:
- Elevator pitch or in-person pitch
- Email pitch
- Phone pitch
- Social media pitch
Elevator pitch
When meeting prospects face-to-face, you’ve got about 30 seconds to impress. Craft a killer elevator pitch:
- Keep it short: One sentence covering who you are, what you do, and why it matters.
- Use simple language: Avoid jargon to ensure clarity.
- Practice: Write it down, rehearse, and get feedback from colleagues.
Email pitch
When reaching out via email, remember that inboxes are flooded with generic messages like “Hey Jake, I’m just checking in…” To stand out, preparation is key.
Tips for pitching via email:
- Research your recipient: Check social media for common interests or connections. Show you’re not a stranger.
- Put your value proposition in the subject line to pique curiosity.
- Back up your claims with customer references relevant to the prospect’s industry.
- Keep it concise: Personal reference, value proposition, and why it works.
- Include a clear call-to-action: Ask to schedule a meeting or call.
- Attach a personalized, interactive sales deck to set yourself apart.
- Follow up promptly.
Phone pitch
Phone sales pitches, though similar to email and in-person pitches, have unique considerations:
Tips for phone pitching:
- Time matters: Choose non-disruptive times, such as before lunch or the end of the day.
- Be transparent: Mention how you obtained their contact info upfront.
- Be personable: Build rapport by engaging in casual conversation and active listening.
Social media pitch
Pitching on LinkedIn or any social media platform can be effective yet tricky. While it’s an ideal space for networking, spamming has made users wary of unsolicited messages. Personalization is key to avoiding being blocked.
Tips for effective social media pitches:
- Personalize: Review the prospect’s profile for relevant content to mention in your outreach, fostering connection.
- Utilize personal details: Find common ground, such as mutual connections or shared interests, to naturally segue into your offer.
- Maintain professionalism: Despite the informal atmosphere, keep conversations focused on business to avoid alienating prospects.
How to start a sales pitch?
Initiating a sales call can be daunting, but it’s crucial to captivate your prospect’s interest from the outset. Before delving into your product’s value, you must first hook the prospect. Here are essential elements to integrate when starting your pitch:
- Address the problem: Start by highlighting the problem your product solves. Without understanding the problem, prospects won’t see the relevance of your solution.
- Customize for their industry: Tailor your pitch to their specific industry or vertical. Generic pitches won’t resonate as effectively.
- Present stakes: Indicate the potential losses if the problem remains unsolved. While not explicitly stated, hinting at the risks can prompt immediate buy-in.
Here are some methods to kickstart your product pitch, but remember to keep it concise—aim for thirty seconds or one to two sentences for email pitches:
- Begin with a personal anecdote: Start by sharing a personal story to add authenticity and build empathy. Ensure the anecdote relates to a problem your product can solve to engage the prospect effectively.
- Pose a relevant question: Asking a targeted question related to the problem you solve is a powerful way to initiate a pitch. Craft yes or no questions tailored to the prospect’s industry to capture their attention.
- Lead with a compelling statistic: Starting with a resonant statistic can grab the prospect’s interest, but ensure it relates directly to the problem and presents clear stakes. Connect the statistics to potential consequences to emphasize the importance of your solution.
Now armed with an effective opening, proceed to deliver the remainder of your pitch using the following tips to secure buy-in within three minutes.
How to make a sales pitch?
A sales pitch diverges from a typical presentation—no PowerPoint slides or boardroom pastries. Time and patience are limited until prospects are sold on your product.
- Clarity is key: Keep your pitch concise and focused. Clearly communicate how your product solves prospects’ pain points, illustrating how it enhances their daily lives.
- Define your customer base: Paint a clear picture of your target market, showcasing a lucrative and engaged audience. Specify who would be interested in your product and why listeners should care about them.
- Highlight the problem: Articulate the challenges your customers face. Emphasize a recurring issue your product addresses, showcasing its necessity.
- Address their needs: Explain how your product meets customers’ requirements. Clearly outline what sets you apart from competitors and how your solution is superior.
- Illustrate success: Demonstrate the broader benefits of your product. Showcase how it enhances customers’ lives, such as freeing up time for meaningful tasks or providing flexibility.
In essence, your pitch should succinctly summarize what your company offers, how it benefits customers, and who it serves. This concise message should be ingrained in every member of your organization, from the CEO to sales consultants.
Sales pitch framework
If time allows for a deeper conversation, explore points of interest using this pitch framework:
- Problem: Open with a statement or question highlighting the problem you solve, using a personal anecdote, question, or impactful statistic.
- Value Statement: Deliver a clear, concise statement of value, focusing on action and outcomes. Avoid jargon and emphasize benefits.
- How We Do It: Showcase unique differentiators and explain your approach.
- Proof Points: Offer concrete examples and notable achievements for validation, including industry recognition and awards.
- Customer Stories: Share emotional, personalized success stories to make the pitch tangible.
- Engaging Question: Close with an open-ended question to spark conversation.
Success stories are potent in pitches, leveraging name-dropping for impact. Keep a sample of your product handy for demonstration, if applicable.
Emphasize the importance of a concise pitch devoid of jargon and self-promotion. Focus on addressing prospect needs over self-promotion to avoid coming off as a “me monster.” The customer should be the protagonist of your pitch, not you.
Sales pitch examples and templates
✅ 1 Formcraft’s sales pitch
Matt Macnamara from architecture firm Formcraft demonstrates that capturing a prospect’s attention can be achieved in just 60 seconds. In his concise pitch, he outlines Formcraft’s offerings to Philadelphia business tenants, encouraging listeners to envision their ideal office space.
Rather than delving into material costs or business details, Macnamara emphasizes the benefits Formcraft provides. Intriguingly, he includes a timer in the video, showcasing his ability to deliver an engaging pitch within a minute.
Additionally, he extends a call-to-action, offering assistance to others in crafting their own one-minute pitches, thereby widening his audience reach.
Key takeaway
Hone your ability to simplify your company’s product or service, and set a timer to ensure brevity. Keep your focus on your target audience’s ultimate objectives.
Emphasize the benefits they’ll gain rather than the intricate details of how your product or service operates. Avoid spending time explaining the intricacies of your offering’s processes.
Utilize this strategy when you share a common interest with your buyer beyond professional life, such as a shared hobby or alma mater.
Hi [Name],
I noticed we’re connected on LinkedIn, and I found your recent post about the best restaurants in Seattle really helpful. Your suggestion to “eat outside our comfort zones” was a great reminder to embrace culinary adventure.
In the spirit of trying new things, I’d like to share our latest research with you. I’d love to connect to discuss the report and learn more about your near-term goals.
Are you open to this?
✅ 3 The art of storytelling
Inspired from the film “Tommy Boy (1995).
In a real-life scenario akin to “Tommy Boy,” Helen likely wouldn’t forget her encounter with Tommy and his amusing “pretty new pet.”
Tommy’s pitch, though comical, proves effective. Instead of simply pleading with Helen to reopen the fryers or detailing his hunger and how chicken wings would solve his problem, he tells a captivating story.
By establishing an early connection, introducing a vivid visual, and wrapping it all up neatly, Tommy engages Helen’s attention. While it may not be apparent initially, Helen emerges as the hero of the tale—holding the power to solve Tommy’s dilemma, which she ultimately does.
Research indicates that stories are a staggering 22 times more memorable than mere facts. They prompt “invisible thinking,” where individual thought surrenders to the narrative’s sway over the brain.
Tommy’s unconventional use of the dinner roll adds an extra layer of memorability to his story. Visuals, processed a remarkable 60,000 times faster than text, are inherently easier to recall.
✅ 4 Personal pain-point pitch
Here’s another Shark Tank success story: Brightwheel’s CEO, Dave Vasen, begins his pitch by acknowledging that all the Shark investors are parents.
He then addresses a common pain point for parents of toddlers and pre-K children: the uncertainty of their kids’ activities in daycare or preschool. With 1.62 million preschoolers in the U.S. alone, this concern strikes a chord. Vasen relates to his audience through a shared experience, deepening the connection.
He also provides personal proof of the solution’s effectiveness, citing his own experience with his daughter. This not only appeals to investors’ emotions but also showcases Vasen’s confidence in his product—evidenced by Brightwheel’s adoption in 2,500 schools nationwide.
The outcome? Brightwheel secures a $600,000 investment from Mark Cuban and Chris Sacca. Since then, the company has seen substantial growth, now valued at $600 million.
Key takeaway
To achieve success, identifying a common pain point and devising a solution is key. Rather than delving into technical intricacies, emphasize the emotional, tangible benefits that the product offers in real-life scenarios.
✅ 5 Data-based pitching
Utilizing data is an effective method to capture buyer attention, particularly when it assists them in advocating for your product to their team.
Hi [Name],
The unfortunate reality: marketing burnout is increasingly common nowadays. The silver lining? Relief is within reach. Recent research indicates that our platform yields:
- A 72% boost in buyer engagement
- A 50% increase in open rates
- A 20% reduction in attrition
Would you be available for a 15-minute discussion next week to explore how our platform helped our customers achieve these remarkable results?
✅ 6 Demand and supply
At the heart of every transaction lies a simple yet profound principle: meeting needs.
Consider for a moment the story of a bustling city in need of reliable transportation.
Every day, countless individuals seek a mode of transportation that not only gets them from point A to point B but does so reliably and efficiently.
Seeing this an automobile company decided to sell a car to solve their problem. They created a sales pitch offering them the freedom of movement. They’re tapping into the innate human desire for mobility, independence, and convenience.
Consider yourself as the modern consumer with choices and seeking convenience above all else.
You’re not just looking for products; you’re craving experiences that enhance your lives and align with values.
With our cutting-edge technology, we don’t just offer solutions; we provide experiences that resonate with your customers on a deeper level, fostering loyalty and driving growth.
In essence, our sales pitch isn’t about selling products; it’s about fulfilling needs and exceeding expectations.
So, join us as we revolutionize the way you think about sales.
Thank you for considering us as your partner on this journey to success.
✅ 7 Scrub Daddy’s sales pitch
A sales presentation pitch often dives deeper than other pitches, aiming to provide a comprehensive overview of the product or service. A notable example is Aaron Krause’s pitch on season 4 of Shark Tank, showcasing the Scrub Daddy sponge product. Securing a $200,000 investment from Shark investor Lori Greiner, the product has since amassed over $50 million in sales.
Key takeaways
Incorporate compelling visuals and practical demonstrations in your sales presentations. Krause effectively highlights the Scrub Daddy logo and demonstrates its efficacy in tackling tough stains.
By showcasing how the product addresses a common household problem, Krause engages the Sharks and illustrates the value proposition vividly.
This strategy aligns with the timeless principle, “Show, don’t tell.” In your own presentations, vividly portray the transformative impact of your offering on the customer’s life.
Utilizing charts, graphs, and photos can further enhance the appeal and engagement of your pitch for the prospect.
✅ 8 Incentive follow up
Here’s a fantastic template, particularly effective for engaging with leads who may seem disinterested or unresponsive, especially when accompanied by a personalized touch:
“Hi [Name],
As the temperature drops, I thought it might be a great time to invite you for a virtual coffee chat. I’m eager to discuss how our solution could benefit you specifically and share some insightful use cases from your industry peers who are already utilizing our platform. If you’re unavailable, no worries — consider this coffee on me!
Best regards,
[Your Name]”
✅ 9 Don’t you agree?
This presentation pitch example employs a bait-and-switch strategy to engage and persuade your audience effectively.
Here’s how it unfolds:
- Start with an indisputable truth.
- Introduce a bold assertion that challenges the status quo, sparking curiosity and intrigue.
- Offer a compelling reason why they should agree with your assertion, followed by presenting your solution.
For instance, Drift’s presentation employs this technique skillfully:
Bold claim: “Forms, emails, and calls are the enemy” (targeted at marketers and salespeople who heavily rely on these channels for leads and customer communication).
Why + Solution: “Technology often dehumanizes interactions, reducing people to mere leads. Drift advocates for genuine conversations and addressing customer needs.”
This approach prompts a shift in perspective, encouraging your audience to contemplate alternative methods. It appeals to their desire for progress and innovation, positioning your pitch as a catalyst for positive change within their teams.
When reaching out to industry experts and influencers through cold pitching, leverage personal details gleaned from their social media profiles. Spend a few moments browsing their LinkedIn or Twitter accounts to gather insights that can enhance your outreach message.
However, it’s essential to strike a balance and avoid crossing into the realm of being intrusive. Stick to referencing information that is easily accessible or highlights their notable content. Avoid delving too deeply into their history to prevent coming across as overly invasive or disingenuous.
By demonstrating genuine interest and respect for their background, you convey a sense of care and consideration. Keep your message concise to respect their time and ensure your outreach is well-received.
Key takeaway
Tailor your pitch by examining the prospect’s LinkedIn or Twitter profiles, investing around 10 to 20 minutes in uncovering valuable insights about them before reaching out.
Initiate the conversation with a social touchpoint, like a common connection or shared experience, to foster rapport and indicate your thorough research.
Next, align your offering with the prospect’s specific needs. It’s advisable to send multiple messages to nurture trust before requesting an appointment.
✅ 11 Sale an experience, not a product
Maya Angelou once said, “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
It can’t be more true, especially in this regard.
Mark Cuban used this sales pitch in his first few months as the owner of the Dallas Mavericks.
Mark refrains from listing the typical features of attending a Dallas Mavericks game, such as competition, entertainment, or expensive parking. Instead, he emphasizes the essence of the experience.
Beyond mere entertainment or convenience, attending a game becomes a memorable experience, creating priceless moments with loved ones. Mark encourages consumers not to settle for the ordinary but to seek out unique experiences.
In today’s shifting consumer landscape, there’s a growing preference for experiences over material possessions. According to a study by Expedia, 74% of US respondents prioritize spending on experiences rather than products.
The message is clear: it’s not just about the product itself but the experience it offers. Mark advocates for selling the emotion and lasting memories associated with the product, recognizing the value of the experience over the tangible features.
✅ 12 The magic of stats
Incorporating data into your sales pitch is a powerful method to establish credibility and showcase your understanding of the prospect’s challenges.
Here’s how it works: Begin your pitch with a compelling statistic that highlights the specific problem faced by the prospect.
For instance, suppose your sales team specializes in onboarding software for new hires. Your product aims to streamline the training process and minimize employee turnover.
Consider this statistic: Did you know that disengaged or poorly-trained employees can actually incur significant costs for companies? On average, employees with low engagement levels can cost their organizations approximately 18% of their annual salary. Moreover, the expense of hiring and onboarding a new employee ranges from $7,500 to $28,000 or more.
This statistic serves as a captivating introduction, prompting the prospect to contemplate the financial implications for their own organization and the imperative to avoid the outlined consequences.
What makes a sales pitch bad
Avoid these sales pitch pitfalls at all costs. Before sending or delivering your pitch, scan for these red flags:
- “I” statements: Don’t waste precious pitch space talking about yourself.
- Lengthy pitches: Stick to the elevator pitch concept—keep it brief and to the point.
- Discussing pricing too soon: Avoid turning off buyers by focusing on money in initial interactions.
- Complex product explanations: Save detailed discussions for later stages; keep it simple during prospecting.
- Overfamiliar greetings: Unless you’ve met the prospect before, avoid coming off as intrusive.
- Generic pitches: Tailor your pitch to each prospect to capture their attention effectively.
- Unrealistic promises: Be honest and let your product’s strength speak for itself, avoiding setting up false expectations.
Final thoughts
In conclusion, mastering the art of the sales pitch is essential for success in today’s competitive marketplace.
By employing the techniques and strategies outlined in this blog, you can craft compelling pitches that resonate with your prospects and drive meaningful engagement.
Whether you’re delivering your pitch in person, via email, or through social media, remember to keep it concise, personalized, and focused on addressing the prospect’s needs and pain points.
With practice and dedication, you can elevate your sales pitch game and unlock new opportunities for growth and success. Happy pitching!
FAQs
What is a sales pitch example?
Sales pitch openings come in a range of styles, from traditional to innovative. Before crafting your pitch, exploring various examples can provide valuable inspiration to ensure its effectiveness.
What should a sales pitch include?
A successful sales pitch should offer a straightforward yet comprehensive overview of the product and its benefits for the prospect. The most effective examples often incorporate personalization tailored to the specific brand being pitched, setting them apart and capturing attention effectively.
What makes a successful sales pitch?
As demonstrated by the sales pitch presentations provided earlier, a winning pitch comprises several key components and strategies. It’s essential to present a solution to your prospects, achieved through educating and engaging them in the most straightforward and relatable manner possible.
