Find out why you need a sales pitch, how to create your own, and see successful examples
Selling door to door isn’t the easiest job, 61% consider selling harder than it was five years ago. Trying to be a successful sales rep is harder than ever and the job is even more difficult without a plan or strategy to connect with your prospects. If you get nervous speaking to people or don’t know where to start, writing down examples of successful sales pitches is the best thing you can do.
What is a Sales Pitch and Why Do I Need One?
A sales pitch is a condensed sales presentation where a salesperson explains the nature and benefits of their business, ideally in less than one or two minutes. You may be more familiar with the term ‘elevator pitch’ instead. A sales pitch or elevator pitch is used to keep you organized and compelling in a conversation with a customer. You typically only have a few minutes when first knocking on someone’s door to explain how your product or service can relieve their pain points. This small window of opportunity is why you need to have a dialogue prepared to produce your desired outcome with any customer. The same sales pitch doesn’t work for everyone. That’s why there are many different options that can cater more to your personality and selling style. Check out 3 sales pitches we find successful and start from there.
How to Create Your Own Pitch
- Recognize your customers’ pain points (that you can solve).
- Detail how your product or service improves your customers’ situation.
- Throw in questions that relate back to their pain points.
- Use a stat that resonates with your customer and offers stakes. Make it clear that they need your product or service to avoid future pain.
- Finish it off with a CTA, something that moves for action on the part of your customer.
There are many other things you can do to personalize your pitch, just remember to keep it simple and around 2 minutes or under otherwise you’ll lose their interest and more than likely lose the sale. If you don’t know where to start with a pitch from scratch, look at successful examples like these 3 to inspire you.
Examples of Successful Sales Pitches:
The best sales pitches are short, sweet, simple, and start a dialogue. While your company may have a great backstory and amazing people, customers really want to know why you’re on their doorstep and if you can solve the pain points they have.
#1 Keep it Short:
You don’t need to tell your prospect everything you can do for them all in your first pitch. A perfect sales pitch should leave the prospect wanting more. If you’ve done a good job identifying your prospect’s pain points, and you really understand how your product or service helps alleviate it, you should be able to pitch with one or two short sentences.
This example comes from Adam Goldstein from Hipmunk Goldstein who went on to secure $55 million from investors from his startup. It just goes to show that you don’t need to always create a long and elaborate pitch to gain traction. This can easily be incorporated in a sales pitch, people like to know exactly what you can do for them in a short amount of time.
#2 Ask a Question Immediately
Most reps will open their pitch with a generic introduction that most people zone out of. But what if you mixed it up and asked an open ended question immediately that you know will get the prospects attention.
Here are a few questions that a qualified prospect might say “yes” to:
- Have you ever noticed…
- You know how…
- I’ll never forget when…
- You’re probably experiencing…
- Doesn’t it seem like…
You can also reverse this. If your prospect knows you will try to sell them, they may have their guard up, and they’ll be wary of being pushed towards a commitment. So instead try to relate with them and ask a question that will help you connect with them and avoid the same pitches every sales rep makes.
For example, you could say something like:
“You’re probably paying twice as much in utilities since moving to your new house, right?”
“Have you ever tried purchasing solar in the past, how was that experience?”
#3 Build Connection—Reference Past Interactions
Finding common ground with someone you’ve pitched before should be included in your next interaction with them. Even if you haven’t chatted with this certain customer yet, finding common ground with them about where they live, something about their house, or something more casual like sports. The important part of this type of pitch is not starting the pitch about talking about yourself, your company, or service but about something that connects you to the prospect. Here are some examples:
I noticed that you take really good care of your lawn…I use this special water mixture on mine…take care of it every week.”
I love the design of your house…when did you move into the area?”
Thanks for your time last week. When you mentioned how frustrated you felt when filing a claim with your insurance after property damage I couldn’t forget it. I think I have something that will make your life a lot easier if you ever have hail damage again.”
These are the start of conversations you can form with people. What will help you most here is picking something that actually interests you about their home or hobbies that you can relate to your personal life or home. There are a lot of different avenues to take a sales pitch like this.
Thank you for taking some time to speak with me over coffee at Dreamforce on Tuesday. Loved your booth design!
When you mentioned that you sometimes feel like you’re sending your proposals into a black hole, it struck a chord with me. I had that problem at my previous company, too.
Now at DocSend, I help other media companies – like Mic, for example – solve that problem, by giving them insight into who engages with the document and when.
I think I can help you prioritize deals that show more engagement. Can we talk about it next week sometime?
Start Planning Your Sales Pitch
Whether you want to construct a sales pitch from scratch or use one of these proven examples, it’s time to come up with a sales pitch. Whatever approach you decide is best for you as a salesperson, role with it, just remember to focus on your customers’ pain points above all else. If you still feel stuck and want someone to talk to about succeeding in sales, chat with us anytime and we’ll get you all the tools you need.