The 6 steps to get that sale or prospect

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The purpose of this post is to share with you something that salespeople all over the world have used for as long as there has been selling. The 6 steps to an effective pitch that I will share with you is so simple, yet so effective.

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The 6 steps to get that sale or prospect

By Michael Griffiths

Created: 17.04.2019 15:42:17, last updated: 17.04.2019 15:44:19

The purpose of this post is to share with you something that salespeople all over the world have used for as long as there has been selling. The 6 steps to an effective pitch that I will share with you is so simple, yet so effective.

The 6 steps to get that sale or prospect

 

The purpose of this post is to share with you something that salespeople all over the world have used for as long as there has been selling. The 6 steps to an effective pitch that I will share with you is so simple, yet so effective.

 

Making a sale, or recruiting a new prospect, can be difficult. Believe me, I understand. When you start your business and you cannot make that first sale it can be so frustrating. I’ve been there. It’s a rubbish place to be, and I should know because I was stuck there for ages. You’ve spent ages mastering your craft, perfecting your product, refining your service, so that it is ready to go to market. You proudly announce that you are in business and wait for the first call.

 

You wait and wait to no avail. Nobody calls, your phone just sits on the desk silently mocking you. You regularly check your emails and dm’s in case you missed the ding but sadly there is nothing. At this point you may be thinking about throwing in the towel.

 

DO NOT QUIT!!! Let me say that again for those who didn’t hear, DO NOT QUIT!!!

 

I want to share with you something I have learned from lots of different people over the years. What I am about to share with you will help you to shape your pitch in such a way that you are much more likely to get that sale you so desperately need.

 

The 6 step guide to creating an effective sales pitch

 

The following is a 6 step guide on how to create an effective sales pitch. I will be using an example throughout to illustrate my points. In the example we have Wendy (the prospect), who runs a small cleaning business, and John (the service provider) who is a virtual assistant.

 

Step 1:

 

Identify the problem.

As a business owner, you need to recognise that every prospect has a problem. They are looking for a solution and your job is to identify what problems your prospect is having that your product or service will solve for them. To find out what potential problems your prospect may be having head over to their social media channels and have a look through their posts.

For example: Wendy has a problem. Wendy spend most of her day out on site of the various contracts she has on the go. Wendy has little to no time to devote to administration tasks and even less time to spend relaxing with her family and doing the things that matter the most to her. You know this because you’ve seen a post on her personal profile on Facebook in which she stated that she wished she had more time to spend with her children and that she feels that she is missing out on their lives.

 

Step 2:

 

Identify the pain points.

This is how the problem makes the prospect feel. This information should have been gleaned when you identified the problem by separating the emotional context from the actual events.

In the case of our example: Wendy had stated in her Facebook post that she feels like she is missing out on her child life by working all the time. This makes Wendy feel like she is failing as a parent, which upsets her greatly.

 

Step 3:

 

Show the possible positive outcomes.

This comes down to showing your prospect how they could feel if their problem is solved and therefore the pain points are eliminated. If you have trouble with this then that could be an indicator of how your product or service is not the ideal solution for the client. In my experience, if you cannot think of 3 good possibilities then it is not the right solution for the client’s needs.

In relation to our example: Wendy could have more time freed up to spend with her family and therefore will not have to miss out on her child’s life. Also, she will be reassured by the fact that her administration work will be done efficiently and to a high standard and can, therefore, concentrate on actually doing her job.

 

Step 4:

 

Show how your solution works to solve the problem.

This is about showing the prospect exactly how your product or service will achieve the desired outcome that was described in the last step. So you take them through the process, making sure that you highlight each aspect of the problem and how it is being solved and how that leads onto eliminating the pain points.

With consideration of our example:  John can show Wendy exactly how much of her time will be freed up by him taking on her administration work, taking care to highlight each individual component that makes up the problem, how it is solved and the improved feeling of the prospect that comes with having a problem solved.

 

Step 5:

 

Proof!

This is the easy part, most of the time, just make sure that you show some of your social proof to the prospect. If you are lacking recommendations and customer feedback at the moment then consider using a personal story of how the product or service has helped you.

In the context of our example: John can show Wendy all those lovely reviews and testimonials that he has built up. If John is only just starting out in business then he can share a personal story of how having someone in to help him with things leaves him more time to do what he is best at – i.e. his job.

 

Step 6:

The call to action.

This final step is the simplest of them all, yet so often just left out altogether. Give the prospect instructions on what they should do next. Whether that is ‘click the link to buy’, or ‘I will be in touch in 2 days to see how you feel about it’. Anything will do (to a point anyway) as long as the prospect has a clear set of instructions to follow.

For the example: John says to Wendy that he will call her again in 2 days’ time to find out how she feels about it all.

 

And there you have it, a 6 step guide to formulate an effective sales pitch. Over to you now, what have you found works for you when writing a sales pitch?

About Michael Griffiths

A Small business owner sharing my experiences.

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