Demonstrating product benefits is the logical starting point, but ensure your pitch doesn’t become stale by taking full advantage of all the ways you can explain your product’s superiority. First, to position your company favorably against competitors, point out differences in price. (Of course, this is only effective if your offering is more affordable than what clients currently pay other vendors.)
Buyers who are price sensitive want to know how purchasing your product or paying for your services will impact their budgets. Fortunately, you can overcome that initial hesitancy by calculating how much they will save—not spend—by working with you. When you explain that by working together you can stretch their dollars, you help address their concerns and position yourself to actively participate in their decision-making process, which will help you receive a resounding “yes.”
When appropriate, you may suggest fun ways customers can spend the money they save. For example, “The $300 you saved is enough to buy a 15-foot trampoline!” Humor builds relationships, and by putting their savings into perspective, you position the deal as a no-brainer.
If prospects do not already have a preferred vendor, focus on the value of your product instead of its price. This also allows you to avoid a bidding war. Pitch your services as a way to eliminate redundancies and minimize future costs.
2. Productivity gains
Technology has dramatically changed the way we work. Most manual labor is now automated, and machines, programs, and applications process information and materials in an increasingly efficient manner. Buyers get bombarded with sales pitches from dozens of vendors, so they have high expectations for tools they purchase and companies they work with.
That said, most businesses are no longer satisfied with incremental improvements. Companies are careful with how they spend their money, and are committed to paying for resources that maximize their output. In your sales pitch, include data that demonstrates how your offerings significantly enhance worker productivity.
Reassure prospects that the results you achieve together are guaranteed to turn them into top performers.
3. Time savings
The dream of the four-hour work week and the rise of ‘lifehacking’ have motivated people to explore new ways to enhance their efficiency. Consider how your tools eliminate unnecessary steps and reduce the time it takes to complete projects. Products or services that optimize processes and streamline workflows practically sell themselves.
With every saved hour, workers can invest more time in higher-impact projects and better work-life balance. People happily pay for products and services that make their lives easier.
Statistics that Support Market Trends
- Industry-Specific Data
- “75 per cent of industry leaders surveyed recently suggest they plan to double that department’s budget this year.”
- “85 per cent of businesses in your industry already invest in this service, and have experienced 20 per cent growth in the past quarter.”