I am often asked how to create a compelling pitch.
My suggestion…
Think of the pain of the customer, and how your product/service can solve their pain specifically.
It’s a great starting point.
Most people know the value that their product/service offers the customer. In fact most people think that their product/service is the best thing since sliced bread!
They just need to learn how to convey that info in an impactful, powerful presentation. In an intelligent way that demonstrates high-value, thus solving the customers’ pain specifically.
When we approach a senior level, time-poor professional, the very least we can do is pitch in an intelligent, personal manner.
Think about what keeps them awake at night- inefficient systems, security/fraud risks, loss of profit…
In all my years working in BD I’ve found that most people don’t like to be sold to, but they do like to be helped.
Most people are smart enough to tell the difference between someone just peddling goods for personal gain, and someone offering a high-value solution with integrity.
Pitching with integrity is key.
I love Dr Brene Brown’s Integrity quote-
“Integrity is choosing courage over comfort. You choose what is right over what is fun, fast, or easy. And you choose to practice your values rather than simply professing them.”
When we genuinely believe in our product/service and have the customers’ best interest in mind, this makes all the difference.
Fact-finding and researching the customers’ pain allows us to help them sincerely- with integrity.
We can approach with confidence, clearly demonstrating/evidencing real, tangible value.
It’s a win for all when we approach sales and BD in this manner.
An excellent pitch can be created and delivered when we apply these principles.