How to Give a Good Pitch for Selling a Product

Business pitches, compressed to a few minutes, are called "elevator" pitches.

Some people give the term "sales pitch" a negative connotation. Ask any of your friends or family and they'll tell you they don't want to be pitched a product -- they'd rather be told. A sales pitch given correctly does exactly this: It informs the customer of the product, giving them the information he needs to make a qualified decision. Know how to give your best pitch possible so that you can both help your customers and increase your business revenue.

Instructions

1. Write your pitch beforehand and keep it short. Giving the pitch first requires a plan. Trying to "wing it" will only show your customers that you don't respect their time enough to deliver your information in a logical and timely manner.

2. Consider your audience, including their needs and goals. Make the presentation about them and not about you and your product. Instead of telling them what you and your product has done for others, talk about what it can do for your current audience.

3. Introduce yourself, but only briefly. This section should take 30 seconds or less. The customer cares less about what you've done and more about what you can do for them.

4. Review the customer's needs and goals based on research you've done about their company. Get this information by visiting their website or asking upper management.

5. Explain how your product meets the company's need and fulfills a goal. Tell the customer what the product does through the lens of their company by being as concrete as possible. For example, you might present five specific ways your software will improve the payroll process.

6. Ask for a decision when the time is right. This is part of knowing your audience. Some customers must consult with a superior while others can make a decision directly. Regardless of the timing, always ask the customer if they think the product will help them and not if they'd like to buy. For example, if the customer says the product will help them, say, "Then can we start the paperwork process?"

Tips & Warnings

• Talk in a conversational tone. The pitch should sound like you're talking to an old friend.

• Listen to the customer. Change your pitch to address any immediate questions -- never make the customer wait.

References

• Elevator Pitch Essentials: Elevator Pitch 101
• Infra Systems: How to Create a Product Presentation
• Impact Factory: Pitching For a Business