What makes a good sales pitch? It’s a more complicated question than it seems, because there’s no one way to do it right. The pitch that works for you might fall flat in the hands of someone else.
There are, however, quite a few ways to get it wrong. That’s the downside. The upside is that eliminating a few common sales pitch mistakes can lead to meaningful gains in your results.
At Emphasize Design of Calgary, we value the time we get to spend with potential clients, and of course we want to demonstrate why we’re the right choice for marketing their business. We’ve learned many lessons from sales meetings, and have gained some valuable insight. Here are some hard-earned tips on what not to do when making a sales pitch.
Avoid These Common Sales Pitch Mistakes to Improve Your Presentations
One of the oldest, best tips is to put yourself in the client’s shoes. That can be a challenge in some areas of business, but definitely not sales. We’ve all been on the other side of a sales pitch, so we’ve got some idea of the good, and the… not so good. There are plenty of subtleties, of course, but there are also a few habits that we know are bad for business.
- Negative Language – There are certain words that come off worse in a sales pitch than they do in normal conversation. Negative words like can’t, won’t, don’t, problem, and the like tend to stick in the client’s mind as negative signifiers, so only use them when absolutely necessary.
- Uncertain Language – A salesperson should never appear to be on the fence about the product or service they’re pitching. Avoiding words like maybe, might, can, and should will make you sound more confident, and keep the client locked in on your presentation.
- Over-Accommodation – It’s important to give each client the time and attention they deserve, but there is such a thing as being too accommodating. Set reasonable time limits for your presentation, and stick to them whenever possible. Doing so will keep your presentation on schedule, and show the client that what you’re selling is in demand.
- Being Mean – Being firm in your convictions is often a positive trait in sales presentations. Being mean is not. Try to handle objections with grace, and be careful to avoid language that could be perceived as condescending. It’s always better to err on the side of too nice than too mean.
Your Job Doesn’t End When the Pitch is Complete
Ultimately, a sales pitch is a chance to make an impression. Most clients, especially if you sell to other businesses, will need time to think things over. That’s when your website and online marketing will help finish the job you started in your presentation.
- You need a website that’s easy to find, big on value, and full of content that will move clients toward a purchase. Functional, aesthetically pleasing web design practices are a strong place to start.
- It’s critical that your website is easy to use, with sensible navigation. You want clients to be able to find what they need with as little effort as possible, with responsive design that fits every screen.
- You don’t need to engage in constant redesigns, but it’s a good idea to stay on top of the latest trends. The ways people browse the web are constantly evolving, and your website should, too.
When you’re planning a sales pitch, do your best to be nice, be on time, and be prepared to answer your client’s questions. After your pitch, the client should be able to visit your website to learn more, and further engage your business. Mix in a quality product or service, and you have all the tools you need to succeed with your next sales pitch.
Are you ready to generate more business online? Let us help! Emphasize Design is your Calgary marketing company, with the tools to earn you more qualified leads online and get the most from your marketing budget.
