CEO @ Wave Growth
CEO @ Wave Growth
4 Actionable Tips to Improve Your Pitch and Increase Your Sales Close Rates
4 Actionable Tips to Improve Your Pitch and Increase Your Sales Close Rates – Lead Generation
It takes time and hard work to find the leads that may qualify as genuine opportunities, so when a decision-maker begins to engage with you via LinkedIn, email, or over the phone, you want to make sure that you’ve done your homework and perfected your pitch.
So, what is included in a well-crafted value proposition and what is the best way to ensure that yours are successful?
Do Your Research
Good pitches begin with meticulous research. Knowing your ICP, and finding the decision-makers who fit that profile isn’t enough.
You should also, if possible, know something about their backgrounds, the things they post or care about, and the pain points they may be dealing with in their positions.
Searching LinkedIn and social media are good methods to find the decision-makers you’re looking for and get a sense of what is most important to them, details that should be included in your first correspondence and conversations.
For instance, a CIO or CTO (in the case of B2B software sales) who has listed motivational influencers as one of his/her interests might be more open to positive change, and solving problems rather than ignoring them.
To craft an effective pitch, you have to know who you are selling to, what pain points they need addressed, and what meaningful value you can offer them.
Know Your Value
Too many times, the sales pitch is viewed as a monolog where you’re telling a prospective client about the products that you’re offering without taking the time to make sure it’s what they need.
The idea of a Value Proposition is that it focuses on the specific value that your products have to the prospect.
Do they need a software development solution and are you offering one they can trust? Will it save them time, money or headaches? Will it make them look good to their boss? Will it add value to their companies?
A Value Proposition is a dialog; one where you are earning buy-in by proving that you can listen, understand and offer qualified, informed responses. That is the quickest way to earn trust.
Take It Multi-Channel
The process of lead generation has expanded with the introduction of technology, and it’s now possible to find and reach prospects through the networking platforms they use. LinkedIn. Facebook. Twitter. Instagram. All of these channels are being used to sell products.
The most effective way to incorporate these channels into B2B corporate sales is to employ a multi-touch approach, where the information gained from your research leads to a contact strategy employing multiple forms of contact: inmails, emails, calls, videos, etc.
In other words, you need to create an environment where your prospective customer receives information from you in several personalized ways, through several channels.
You can then create a process-based schedule of sales activities where you search, identify, and qualify your prospective clients before contacting them. The more you know in advance, the greater the odds that you will be able to form a connection, establish trust, and impart the right message.
On average, 48% of salespeople don’t follow up with prospects who have not expressed an immediate need for the products they are offering, but lead nurturing is an effective way of building trust.
Most people prefer to buy from someone they trust, so when you are checking back with a prospective client you know has potential, you are establishing a history with that person.
Often, the chances of landing sales that began as nurtured leads is greater than landing sales with prospects who began as first-time contacts.
Nurturing leads is an important step in finding fruitful opportunities, but also remember to keep honing and perfecting your value proposition.
Checking back with decision-makers after a few months should be a process of listening, learning new information about current challenges and pain points, and updating your approach accordingly.
It should never simply be a call made for the sole purpose of making that call. It needs to be a dialog with a clear and personalized message.
Do you have trouble turning leads into opportunities? Do you have advice to share on the specific techniques you use to pitch value to your prospective clients?
Please drop us a message in the comments. We’d love to hear about it.
“Nothing in this world can take the place of persistence. Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent..” – Calvin Coolidge