Some sales pitches sound like a computer programmed them—using all the buzzwords, showing zero personality, and lacking energy. One way to overcome this dull approach is to make each pitch different. These effective methods for personalizing a sales pitch will put you on the right track.
Sales representatives give the same pitch to every potential customer, regardless of whether that customer is the right fit for their product. This one-size-fits-all approach is a major turnoff for buyers. In fact, 69% of buyers say they are likely to switch brands if they feel like they’re being sold to, rather than being helped.
Personalizing your sales pitch will make it more relatable and increase your chances of making a sale. Here are four ways to do it:
1. Know the Customer Inside and Out
You don’t want to come to the table empty-handed, so it’s vital that you know everything there is to learn about your customer. Buyers always appreciate a dedicated salesperson because it demonstrates that you are involved and value their success as much as your own.
Social networking is an excellent tool for determining their needs. You can go the extra mile and find the answers to helpful questions like who the decision-maker is and what the company hierarchy looks like. Perhaps they are in such desperate need that you have leverage in negotiations.
Regardless of what you find, if they feel like you know more about their company than some of their employees, they might give you a “yes” before you even pitch them.
2. Have a Conversation
The deal is already dead if someone immediately goes into a scripted pitch. No potential buyer wants to feel like their opinion doesn’t matter or that they can’t ask questions. Instead of hitting the ground running, make the meeting more of a discussion than a proposal. How to communicate is key.
Listen to what the client says and answer their questions with well-thought-out replies. The best way to get the client to engage in conversation with you is by asking open-ended questions. Although it’s tempting to answer your hypotheticals, let the customer answer first, allowing you to gauge the temperature in the room.
3. Solve Their Biggest Problem
RadioShack may be a shell of its former self, but its slogan, “You’ve got questions. We’ve got answers,” teaches a valuable lesson. You want to be the one to provide the answers.
When creating a tailored sales proposal, concentrate on the most pressing issue your prospect is experiencing. That issue might also be a possibility that they are failing to recognize. Ensure your presentation outlines why your product or service is the optimal solution for their most urgent needs.
4. Be a Partner and an Ally
The business world is full of individuals who focus solely on personal gain, leaving everyone in the dust on their path to glory. That thought process may work in the short run but has zero chance of success over the long haul. Proving that you are an ally and want what is best for their situation showcases your trustworthiness. Sincere generosity can separate you from all the other scoundrels banging down their doors.
5. Exposing Their Competitors’ Weaknesses
In addition to learning about the client, you should also educate yourself about the competitors they are battling. Showing them what their counterparts are doing and why it’s working might alter their reasoning on various topics. When you can put numbers to an outcome, it makes a lot of sense. You can also highlight their biggest weaknesses, giving the customer an idea of areas where they can use their resources.
Customers can smell a generic sales pitch from a mile away, so don’t bombard them with the same oldAll Posts message. Take the time to learn about their business and what they are up against. From there, you can put together a personalized sales presentation that outlines how you can help them achieve their goals.
6. Closing The Deal
When it comes to closing the deal, always remember that it’s not just about the product or service that you’re selling. It’s also about building a relationship of trust and respect with your potential customer. By taking the time to get to know them and their needs, you’ll be in a much better position to give them a proposal that meets their specific requirements. And when you do that, you’re much more likely to close the deal.
Using these effective methods for personalizing a sales pitch breaks up the monotony that makes you unique and memorable. That authenticity can make a deal happen within a blink of an eye. All this will make your business grow and thrive.