Creating the ‘right’ sales pitch for sustainable success

If you’re in business, you need to be earning revenue, right?

As sole business owners (aka entrepreneurs/solopreneurs) we are often the visionary, the creators and not the salesperson. Though we are uber enthusiastic about our product or service and we can talk about it at nauseum, is it enough for others to understand and for us to pitch it in hopes to generate revenue?

When first starting out it is usually us, the sole business owners and entrepreneurs that are trying to gain interest and land the product or service with others. To generate our first revenue opportunity or maybe to generate more dollars in the bank.

With so much to do how do we ensure we create the right pitch? Making the right connection is key to solidifying opportunity and sustainable revenue. Something we all want for our businesses, right?

Let’s look at your pitch. Does it talk everything about you? Are you trying to capture the prospects excitement with your product or service’s bells and whistles?

If so, stop! This may be turning them off instead of piquing their interest. Here are three myths when it comes to generating sales, 1) its about your product or service features. 2) Its how you stack up to your competitors and 3) its how fast you close the deal.

Yes, some products and services are sold in this manner but if you are looking to build loyalty and long-term sustainable revenue opportunities you need to know how to connect not pitch. First let’s start with breaking the myths:

1)     Focus on the benefits and transformations it offers your prospect. Instead of highlighting your product or service features think about how “it benefits and transforms the life or business for your prospect”. You can share features later likely when they start asking questions and relating the features to that.

2)     What is UNIQUE about you and WHY should people buy from you? Show the proof! Give real examples of what transformation occurred for your clients and relate it to the prospect you are speaking with or pitching to. Use stories they can relate to. What problem does it solve for them? What pain will it take away for them? This is usually unique to you as no one can deliver what you deliver as long as you stay original and authentic to you. This relates not just at the product or service surface level but through the full relationship and transaction. What is unique about working with you and your product or service.

We’ve seen it many times when two products are seen as close to identical yet it’s the “uniqueness” that separates the two and attracts a specific buyer. Whether it’s the added value or simply the person behind the brand. There are always things people and businesses are willing to compromise for the right “fit” and alignment.

3)     Create the “high value” sales proposition not just close any deal for the sake of closing. Also align your product or service with those you can see yourself doing business with for ages. Sometimes taking the quick sale can lead to many headaches and added stress you don’t need when starting out in your business. So, ask yourself “how can you continue to support this client (person or business) for a duration of time not just this one moment”. If what you offer is a one-time solutions without future opportunity then great go with that.

To sum it up, how can you make this about them and less about you?

How can you create a narrative that supports them and is easily for them to share with others?

Connection and trust are what builds long term sustainable sales. But trust takes time to build so you must find ways to create a deeper connection early on that aligns with their needs.  How do you create connection with your prospects? When someone believes in the connection, they have to you or your product or service they will be happy to share what you have done for them with others.

A simple sample this:

-BAD Pitch-

“I have a software that can keep track of your earnings and spit out reports with one button.”

-GOOD Pitch-

“Our unique software has saved solopreneurs time, money and the stress when preparing for their quarterly and year end financials. Here are some examples of the results…”

Happy pitching & All the best on your journey!