The Perfect 10-point Checklist for a Great Sales Pitch
After your presales efforts you’ve managed to book a meeting with a potential client. Great! Now, how can you ensure that you fully utilize the opportunity? There are numerous factors influencing how the meeting goes and what the outcome will be. Selling is a dialogue with the client, so succeeding requires interaction before, during and after the meetings. Regardless of who you’re meeting, there are some no-brainer actions you can always do, that will help you manage your sales pitches efficiently. Some of these may seems like obvious points, but they’re on this list for the sake of clarity and simplicity.
How to prepare for the sales meeting
After you’ve booked the meeting time, send a calendar invite and a short preview.
Consider which use cases and references are relevant to the client, that are worth mentioning during the meeting.
Don’t be late from the meeting – respect your client’s time!
What to do during the sales meeting
Introduce the topic – you want to discuss the right things that are relevant to you both, which you can buy & sell.
Guide the client by asking and listening. Only by understanding your client’s situation can you recognize how you can create additional value to their business or operations. This is the most crucial part in identifying what you can sell.
Based on what you just heard, present your service and the additional value that you can provide. Explain how you can deliver it easily. The more you can give with the least resources required from the client, the better you sound. In best-case scenarios, it’s not just you explaining things. Your client is planning and co-creating with you, and you’ll come up with a mutually designed solution. Once the client has the feeling it’s something they’ve done themselves, they have higher motivation to get it forward.
Agree on the next steps. If the solution makes sense and would provide value to the client, they’re also highly likely to agree upon what happens next. If you’re getting just a vague comment without any signals about concrete steps, it’s clear that you shouldn’t put too much effort on that sales opportunity.
How to follow up after the sales meeting
Share materials and relevant information.
Review the agreed next steps.
Remind the client when the agreed timelines are getting close.
If you’re the seller, making the next steps happen is your responsibility. So, you need to remind and ensure that what you’ve agreed on together is going to happen. But after you’ve done your action points, that’s all you can do. If the client is buying, they will get back to you. Meanwhile you should focus on other sales opportunities and ensure that you have a good sales pipeline in size and quality.
Henri Piipponen, Sales & Marketing Director
+358 50 650 0051