Unlocking the Power of Your Business Sales Pitch

Business Ignite: How Effective Is Your Sales Pitch

If you are looking for a faster way to close more sales, you are not alone. Many business owners want the same outcome! And one of the quickest strategies is to hone your sales pitch. A great sales pitch can make all the difference between a successful deal and one that leaves you empty-handed!

No matter if you are a Business owner, Sales representative, or Executive – as long as you are dealing with people, you need to have an effective Sales Pitch. And in this blog post, we’ll discuss how to create an effective sales pitch that will help you land more deals, increase customer loyalty, and get closer to reaching your goals. I’ve personally used a handful of the tactics described below for the past decade.

But first, what is a sales pitch?

A Sales Pitch is a….memorable script or presentation that attempts to convert a group of people or persons (of monetary or influential Value) to take a specific action: To Call, Book, Claim, Buy, Order, OR Accept, Sign, and Agree.

And to make your sales pitch more effective, here are three Creed to follow: –

  • The better your marketing, the less pitching you need.
  • The more trustworthy your brand is, the more receptive they are to buying from you.
  • The better your Value-Based pricing, the easier it is to Close them.

However, we know that these conditions take years to cultivate and time to develop. And if you want a fast-track formula to develop an effective pitch for your business to get investors onboard, or close a contract, use the following framework to create an effective sales pitch.

#1. The Pitch Philosophy

When you pitch your Offer to a person of interest, focus 70% on triggering their emotional needs and 30% on satisfying their logical mind.

That is the 70/30 principle.

Your Sales Pitch should address 70% of the benefits: answering what’s in it for them and the remaining 30% explaining the features (what they get).

Take note of the Left Brain Vs Right Brain theory, where the left brain is responsible for analytical and methodical design-thinking, and the right brain gravitates towards emotional reasoning.

That means a person’s left brain will analyse the features (logic) and deliverables, and their right brain will attempt to justify the emotional benefits that they’ll get: “what’s in it for me”, “how does it make me feel” and “do I feel good when I make this purchase”.

And if it ticks most of the needs, you’ll get what you want: a Sale, a Yes, an agreement.

Therefore, your sales pitch must speak to two sides of the brain to increase the probability of success. And switch it left and right like a windscreen wiper.

You can further enhance your repertoire by incorporating David Beckett’s best 3 minutes pitch canvas, as shown on the left.

sales pitch, Unlocking the Power of Your Business Sales Pitch
The best 3 minutes pitch canvas, creative commons license.

#2. Focus on the Focal Points

Your target market is only concerned about “what’s in it for me” WIIFM. To address their concerns, focus on answering the following elements.

  • Problem – What is the problem, and why are we here?
  • Solution – how will we resolve the problem?
  • Business Model – How will this product/service/feature be delivered and paid for?
  • Market Opportunity – how much scope is there to fix this issue?
  • Credibility – Are we qualified? who are the people/ team/ company/ department to do this?
  • Competition – who else is doing this?
  • Competitive Advantage – what differentiates us? How is ours going to be different / better?
  • The Close (Ask) – if we are a good fit, please support this, advocate for us, or fund it!

#3. Crafting Your Sales Pitch (as a sample)

  1. Describe your Offer in detail as well as its benefits.

  2. When you describe the features, make sure you explain the “So What” after each part; this helps your prospects to contextualise your Offer and bridge the gap between your Offer (feature) with their emotional needs “what’s in it for them” (benefits)

  3. You can use the following linking phrases: (insert your feature) “…so that”, “by engaging us you get…”, or “it’s important because….”.

  4. Attach emotional triggers to each point. Here are seven emotional triggers that most people have: –
    • Sense of Status
    • Sense of Respect
    • Sense of Significance/ Importance
    • Sense of Peace
    • Sense of Purpose.
    • Sense of security
    • Sense of Value.

Any enhancement or withdrawal to these emotional needs will ignite a specific action from them.

Once you have vetted their emotional triggers, the next step is to attach and relate the features (what they get) to their emotional triggers to activate an action from them – we called them “The Close”

Beware of the Pitch Kryptonite

Now that you have a framework for pitching your offer, products, and services to your target market, you must know that every concept has an exception. And this model is no different.

As easy as it sounds, no matter how effective and polished your Sales Pitch – it will be ineffective as long as these four conditions exist:

  1. You have the wrong prospects. The prospects you target have an underlying condition to penny-pinch every offer you propose. If you have a hunch that their expectations are unrealistic, avoid them at all costs, and walk away.

  2. Your prospects have a scarcity mindset and do not respect your profession and industry. In their mindsets, you are a dime a dozen, and they will articulate that they can always find someone better, cheaper, and faster at no extra cost. If you come across them, the Pitch framework will not work. I suggest you walk away and focus your resources on pitching to the right people who need your service.

  3. You talked too much and failed to ask the right questions to qualify and identify their emotional triggers.

  4. Your Offer was not valuable enough for them to say Yes.
    There’s a 10X pricing strategy which explains that your pricing model must be one-tenth of the total Value to improve your chance of a conversion.



In Conclusion

Congratulations, now you are well-informed with the knowledge and skills required to unlock the power of your business sales pitch. It’s all about targeting their emotions and satisfying their logical mind. Remember to keep your 3-minute pitch focused and hit the key elements: Problem – Solution – Model – Opportunity – Credibility – Competition – Advantage before finishing with The Close. But just as important, don’t get stuck in The Pitch Kryptonite, where you focus too much time on the wrong type of people or pay too much attention to the presentation that you forget to ask questions.

Finally, don’t forget to have fun! If you truly enjoy what you do, it will show. For additional tips on unlocking the power of your sales pitch and more comprehensive strategies for growing a business, join us in our Business Growth Workshop or Mastermind. This is where we continue this conversation and begin to build wealth through growth while creating opportunities to impact lives in a positive way!

ABOUT THE AUTHOR

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Victor Kon

Victor Kon is a “business builder” entrepreneur, trusted business advisor, and catalyst to your success. He helps entrepreneurs optimise, automate, and grow businesses that can run without heavily relying on sweat equity. With over a decade of experience running successful businesses in a multitude of sectors, Mr. Kon now utilises the expertise he garnered in those endeavours to help others achieve the same success in their ventures. Read More.

If you need help implementing your Business & Marketing strategies, do reach out to us, click here.

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Victor Kon​

Victor Kon​

Victor Kon is a "business builder" entrepreneur with over a decade of business experience. He is a Certified Business Advisor and a Certified Practising Marketer. He helps business owners optimise, market, and grow their businesses that can run without relying on sweat equity

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