During the 1940s, the terms “sales pitch” and “making a pitch” were commonly used in the United States to describe promotional efforts on behalf of various pitches to potential customers, and The Billboard magazine was credited with popularizing these concepts.
A sales pitch is usually a presentation in which a salesperson outlines their company’s nature and benefits. Short sales pitches are also referred to as “elevator pitches” since they should be able to be presented within the time constraints of a single elevator ride. It’s a good idea to practice your sales pitch before meeting with a client because it can make or break the deal.
Challenges before and now
Only 13% of customers believe a salesperson can understand their needs.
One of the most crucial things in today’s date is understanding what the customer requires. It’s the era of not developing needs but understanding them and making your product [pitch] accordingly. The challenges we face are still the same but the ways to tackle them have changed. Some of the biggest challenges faced by salespeople in the past were in getting responses from prospects, setting yourself apart from competitors, asking the right questions, too much time being spent on administrative tasks, and maintaining customer relationships after the sale has taken place. However, things have changed recently.
Building trust online and most importantly, impressing the users by standing out from the competition are all issues that businesses face today. One of the most important challenges are relatability, be it to the product or the person demonstrating it, do they have the convincing powers or due to unmonitored performances we are losing out on clients? Distraction and most importantly burn-out is one aspect every company is struggling at! How can we fix this? How do we keep our internal team motivated and get the desired outcomes? What is it that was different and worked in our favour before and how can we eradicate it now?
Post sales analytics are very important to improve the efficiency of the collateral and weed out the content which is not performing. Trimpixel’s storyboard allows you to align your story using numerous assets/file kinds in a single flow And you get a slide by slide analysis on the team’s activity, making it easier to filter outliers and address the concerns
To build the trust you need to converse more with your video feed than the content alone and across the teams the pitch should be standardized. And to stand apart from the competition, you should make the pitch more engaging by using motion creatives, product demo videos and testimonial videos, thereby sharing the burden of the speaking and removing the monotony of a single person(i.e. you) appearing on the screen.
Let your USP talk
Over one trillion dollars are spent annually on sales forces. How much of this is getting wasted in your firm due to weak pitches??
Few businesses are one-of-a-kind, and focusing on what makes your one-of-a-kind will allow it to thrive. If it is matched with the demands of the target audience, a consistent USP will hook them and establish brand loyalty. Your USP sets you apart! Customers will flock to your product if you concentrate on what makes it distinctive and enticing, as no other firm offers the solution they require. Inquire why clients choose your products as the organization grows. The company may restrict its niche and refine its USP even further by determining the true reason. The customer becomes the king because they use products for two things the first one being a problem solver and the second one being an experience , these are the only two aspects where this multi billion dollar industry works, and in this your key area has to be your uniqueness
Touch on points of interest if you have time to adequately expand and work on a conversation. Here’s a structure to follow while creating your elevator pitch. Start with a statement or a query about the problem you’re trying to address. You can use a personal narrative, a query, or an eye-opening statistic to present the problem. Focus on the value proposition, share a clear, succinct value statement. Be results-oriented and action-oriented. Jargon should be avoided. Benefits should be shared.
A USP should be a part of your company’s beliefs and mission. It should be clear to management and personnel, and nearly unnoticed by stakeholders and target audiences on the outside. Emphasize your unique selling points and describe what you do. The points to consider would be to give specific examples and a list of notable accomplishments. Showcase the industry recognition and prizes, present with users’ testimonials, definitely leverage a product demo video to visually explain the USP.
“The milk chocolate melts in your mouth, not in your hand.” This is an illustration of how even a USP may pique customer curiosity. Who’d have guessed that the fact that your product doesn’t melt when you handle it could be a selling point? M&Ms did, and it was a huge success for them. . Another great example would be FedEx Corporation, which said “When it absolutely, positively has to be there overnight.” or of DeBeers when it said, “A diamond is forever.”
Problems faced during the online pitches today
Use motion visuals, demo videos, and GIFs instead of plain presentations. The audience has additional opportunities to be distracted in remote pitches. Use more dynamic assets to keep people interested. Trimpixel’s deep tech allows you to show smooth videos when compared to the current screen share experience.
- Relatability over online calls
In pitches, the goal is to make the work as tangible as feasible as soon as possible. The goal is to involve clients in the process of how ideas will be implemented, whether through interactive walkthroughs in Figma, collaborative whiteboards in Miro, or technical prototypes. Due to lack of the live video feed during presentations, the salespersons lose out on a lot of personal connection due to loss of face time.
- Being different from competitors
Small details can make a significant difference. Include a slide with team photos, or have them appear on screen one by one during the conference call (and resist the urge to have everyone introduce themselves individually, which can be painful ). Each client ends up attending over 5–6 zoom calls a day, and around similar numbers throughout the week. It is important to leverage the company branding as much as possible throughout the pitch, plus any
- Consistency across pitches and salespersons
From BlueJeans to Google Hangouts to Microsoft Teams and WebEx, video-conferencing applications had an unparalleled uptake in the early weeks of shutdown. Sharing your computer audio, sharing multiple screens, or temporarily pausing screen share if you need to juggle slides, and sharing your screen while presenting are all new features, but they need to be juggled with during the presentation. The salespersons should align all their collateral beforehand in a singular flow to make sure that nothing is missed by minor interruptions during the online pitch.
Need for evolution in pitches
In order to strike the right chord with your clients it’s important to move beyond the quintessential way of presenting, no more text-heavy slides with downloaded videos and images, it is time for a more advanced way of presenting like being live on the screen, taking them through dynamic webapps or demo videos live, using branding whenever possible and do all of this with ease.
Trimpixel solves the relatability issue by hybridizing your live video input with your pitch, and sales leaders can use Trimpixel’s storyboard to standardize the pitch across the team. Trimpixel has many built in features around branding, auto pilot mode, video sharing and engaging the audience.
Other than this every pitch handled on trimpixel has a slide by slide analysis of customer participation, discussion insights and relevancy.
To learn how to nail your pitches for free, sign up for a demo at trimpixel.com/demo/
