THE INC. LIFE

How to Pitch Your Product in 6 Easy Steps

Simple tips to improve any sales pitch.

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BY Charles Edge - 16 Feb 2017

PHOTO CREDIT: Getty Images

It's hard to make a sale if you have a lousy sales pitch. Delivering fresh pitches that allow your product or service to stand out from the others is job number one in sales.

So how do you incite interest rather than yawns? Here are six simple tips.

 

1. Keep your introduction succinct

Don't begin the pitch with a long recitation about yourself, your achievements, your company's history, and so on.

This information is readily available on the internet and your prospects probably have looked at it already. A brief summary is okay, but move quickly to more engaging content.

 

2. Show self-assurance

Confidence sells and buyers are often as attracted to the seller as to the product.

Avoid doubt in a pitch. Never say, "it is my goal" or that you "hope" for something.

Use key phrases like "it will." Exude belief in your product.

 

3. Sell value, not price

Value beats price, so it's essential to hammer home the value of your product.

Sellers have a tendency to over-focus on price up front. But zeroing in on the concrete value that customers get out of a product is much more important.

 

4. Back up your product

Buyers always want to know that you stand behind your product, both from a value and technical sense.

The key to business success is not just selling your product to one customer, but to build throngs of loyal customers. You get there by ensuring the product exceeds customers' expectations.

Use guarantees to assure customers they won't be left in a lurch if problems develop, and that they can walk away without losing money.

This approach works well online, because you usually do business with people you don't know or don't see, and thus, you don't have any idea of what you should expect past the purchasing stage.

 

5. Make sure your solution solves real problems

Go all out to make sure potential customers can see how essential the magnitude of the problem that your product solves. If there's no real problem, there's no need for a solution.

 

6. Get ahead of potential problems

Every product has shortfalls. Try to anticipate reservations that potential customers may have and address them proactively.

This could help you close the deal and avoid any dissatisfaction down the line.

Use these six tips can to improve any sales pitch and always remember the most important advice of all: Listen to potential customers. Listen actively--not in that way where you're just waiting for them to stop talking so you can tell them your next bullet point.

Only then can you make sure to properly address concerns--and more importantly, decide if your product is the right match for them.