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Pitching B2B?
9 Steps to a Winning Sales Pitch!
BLUE LOBSTER
Do 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. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
9 STEPS TO A WINNING PITCH!
Let’s see how it works
Here is an airline pitching
a potential corporate client
1. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
9 STEPS TO A WINNING PITCH!
SKYWAYS
go the extra smile
“Time is money”
Benjamin Franklin
Poll: 70% of time can be used better
We have looked at your business
Today we show how to save time
and get more stuff done
The Problem
The Solution
Our Product
What’s the problem?
Your
WC Office
Your
EC Office
Your
WC Office
Your
EC Office
3,000
miles
You want your offices to meet
You currently travel by train
Your
WC Office
Your
EC Office
6 Days
Your team is on a train for 6 days!
6 days are a lot of MONEY!
What’s the solution?
There is now a faster alternative
Your
WC Office
Your
EC Office
1 Day
5 days saved!
More time to meet
How can we help?
Daily flights
Comfortable cabin
Arrive ready to meet
A Client Story to illustrate
what’s possible
How we helped Build Inc
Build Inc
3 offices
The Build Inc team travelled by bus
200 Travel
Days/Year
Build Inc changed to Skyways
50 Travel
Days/Year
150 days saved
and they have better meetings
and more time with clients!
We can help you too!
Let’s summarize
The Train
The Plane
Our Daily Flight
How are Skyways different?
We go the extra smile
Book by phone 24/7
Tickets are delivered to your office
We bring you to the airport
What’s next?
Ready to save time?
Ready to fly?
Ready to book?
“You may delay,
but time will not.”
Benjamin Franklin
SKYWAYS
go the extra smile
That’s it!
1. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
9 STEPS TO A WINNING PITCH!
1. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
Use 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 you’re going to tell them; tell
them; tell them what you told them.”
What’s 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 don’t ask,you don’t get.
1. Hook
2. Objective
3. Roadmap
Ready 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.co

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