The glory days of blind pitching are over—paving the way for a new way of doing things in sales and marketing departments everywhere. Much of the shift can be seen in how people are using online technologies to find information about brands, buy products and services, keep up with trends, and connect with people or communities. Customers are moving away from traditional sellers and are choosing to engage with companies that reach out to them in ways that are delightful and educational at the same time.
The 2015 State of Sales report, put together by Salesforce, offers useful insights in identifying key areas of concentration among global leaders when trying to close sales. The report found that sales companies are focusing on analytics, mobile platforms, customer interaction, team selling, and technology adoption. In brief, hard selling is out while incorporating technology into the sales process to enhance the customer experience is taking over far and wide.
The Nature of the Sales Interaction Matters
Indeed, the nature and level of interaction you establish with customers can very well define the kind of response you will receive from them. The difference between these modes of communication will determine the tactics and strategies you should use when pitching:
- Email is a versatile communication tool that you can use to send a quick update, reply to customer correspondence, or sort out confusion or disputes with clients. Since sending emails is something that can be scheduled, it gives you room to edit your sales pitch and enhance your message for clarity, as well as give it a formal but still friendly tone.
With emails, your voice or physical appearance doesn’t matter, so you have fewer things to worry about, and you can focus on communicating your message clearly. Plus, it’s the least obtrusive method of communication with your clients, which eliminates any nod to a hard sell.
- Phone Calls are a quicker way to get customers’ attention and have an on-the-spot conversation charm. The response you get is immediate, and you can ask specific questions to help you find out the customer’s pain points.
However, cold calls are a much more abrupt style of interaction, and since your prospect can’t actually see you, you’ll need to get past some barriers that are typical with clients receiving cold calls. Upon moving past this stage, however, cold calls can turn into warm leads that are far more receptive to your communications.
- Face-to-Face meetings can both be a bane and a boon for salespeople. Your customer is sizing you up through your pitch, tone of voice, or physical appearance. Indeed, building a good first impression is crucial here, as it can make or break the sale.
On the positive side of face-to-face meetings, friendly conversations help you get more up close and personal with your client. At the same time, you’re able to present yourself as a likable person through the use of tactics like positive body language.
Tips for Your Next Sales Pitch