How to Pitch B2B

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    15-Apr-2017

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Pitching B2B?9 Steps to a Winning Sales Pitch!BLUE LOBSTERDo you have an awesome product?Do you pitch to clients?But they are not buying?Running out of options?Here is how to do a winning pitch!1. Hook2. Objective3. Roadmap4. Problem5. Solution6. Our Product7. Summary8. Why Us?9. Call to Action9 STEPS TO A WINNING PITCH!Lets see how it worksHere is an airline pitching a potential corporate client1. Hook2. Objective3. Roadmap4. Problem5. Solution6. Our Product7. Summary8. Why Us?9. Call to Action9 STEPS TO A WINNING PITCH!SKYWAYSgo the extra smile Time is money Benjamin FranklinPoll: 70% of time can be used betterWe have looked at your businessToday we show how to save timeand get more stuff doneThe ProblemThe SolutionOur ProductWhats the problem?Your WC OfficeYour EC OfficeYour WC OfficeYour EC Office3,000 milesYou want your offices to meet You currently travel by trainYour WC OfficeYour EC Office6 DaysYour team is on a train for 6 days!6 days are a lot of MONEY!Whats the solution?There is now a faster alternativeYour WC OfficeYour EC Office1 Day5 days saved!More time to meetHow can we help?Daily flightsComfortable cabinArrive ready to meetA Client Story to illustrate whats possibleHow we helped Build Inc Build Inc 3 officesThe Build Inc team travelled by bus 200 Travel Days/YearBuild Inc changed to Skyways50 Travel Days/Year150 days savedand they have better meetingsand more time with clients!We can help you too!Lets summarizeThe TrainThe PlaneOur Daily FlightHow are Skyways different?We go the extra smileBook by phone 24/7Tickets are delivered to your officeWe bring you to the airportWhats next?Ready to save time?Ready to fly?Ready to book?You may delay, but time will not. Benjamin FranklinSKYWAYSgo the extra smile Thats it!1. Hook2. Objective3. Roadmap4. Problem5. Solution6. Our Product7. Summary8. Why Us?9. Call to Action9 STEPS TO A WINNING PITCH!1. Hook2. Objective3. Roadmap4. Problem5. Solution6. Our Product7. Summary8. Why Us?9. Call to Action4. Problem5. Solution6. Our Product7. Summary8. Why Us?9. Call to ActionUse a hook to get the attention of the client from the beginning. A hook can be an interesting fact or statistic, a short story or a question. It has to be relevant and interesting.Explain what the client will get from listening to your presentation. How will your talk help them make or save more money, work faster, or kill the competition?Show the client the map of your presentation. Introduce the 3 pillars: The problem, the solution and the product. Follow the old formula: Tell them what youre going to tell them; tell them; tell them what you told them. Whats the the specific problem faced by your client and why? Low sales, low productivity, declining market share or staff leaving? Illustrate the problem with a story, an example and/or data.Introduce the solution to the problem you just described. How will it help the client solve the problem? Support the solution with a story, an example and/or data.Present your product and be clear on the three main benefits. Include a story about another client you have helped. A story builds credibility and it inspires people to act. You have described the problem, the solution and the product in detail. Now tell them what you told them, and summarize the three pillars to make sure everybody is on the same page. How are you different from the competition? Many products are hard to tell apart. Instead a real differentiator might be how you do business (service, speed, quality), the team (special talent) and/or proprietary technology. Focus on max 3 key differentiators.Finish the talk with a call to action. What do you want the client to do now? Remember to always ask for the order or make another relevant call to action! If you dont ask, you dont get. 1. Hook2. Objective3. RoadmapReady to change your pitch?Ready to win more business?What if you still fail?Get someone else to pitch!Cheers!BLUE LOBSTERWe help you create presentations that win business.hello@bluelobster.co www.bluelobster.comailto:hello@bluelobster.cohttp://www.bluelobster.co