In every sales pitch, offering new products changes how clients see three things: their problem, your company and your pitch. According to Cutting Edge Advertising author, Jim Aitchison, “Disruption” is an advertising method which involves presenting your idea as the solution to dismantle the status quo and replace it with something new.
Clients have objections relating to costs, time and your proposals’ reliability. Break these barriers to change their perceptions. Every business presentation’s goal is to convince clients to take the risk of investing in your idea.
1. Prove That You can Change the Status Quo
Change how your clients see their problem by presenting an opportunity to solve it. Apple iPhone users relied on wall sockets to charge their phones. The Samsung Galaxy S5’s commercial challenged this with its improved power-saving mode and interchangeable batteries. It dismantled the status quo despite directly attacking the iPhone.
Make a strong statement by studying your current industry and competition for any weaknesses you can exploit.
2. Change How Clients See Your Company
With several other companies pitching ideas, show what makes you unique. Offer your best advantage over the competition. Back up your claims with numbers.
Have you made notable profits? Are your solutions more cost-efficient than others? Prove that your idea’s worth investing in. Brand communications expert Carmine Gallo suggests that entrepreneurs show investors that you can compete with major market players. Explain what the numbers mean for them.
3. Change How Clients See Your Pitch
Because clients look for proof that you deliver, make your pitch convincing with past cases of your success. Have you made any notable achievements? Are there other companies that can testify that you deliver your promise?
Your pitch has a higher approval rate if you offer proof, if your promises are consistent with what your company does, and if you show that other clients are satisfied. These address any objections you’ll face.
The Bottom Line
Changing perceptions involves showing proof that you can spark said changes.
In business and sales presentations, point out how to solve the problem and how you plan to do it. Then, convince your clients that your company can consistently deliver. This proves that clients can trust your company to get the most out of their investment.
To learn more about making sales presentation strong enough to convince clients, talk to the right people.
References
“Ad Agency Tricks: Outsell Competitors in Sales Presentations.” SlideGenius, Inc. 2015. Accessed July 23, 2015.
Aitchison, J. Cutting Edge Advertising: How to Create the World’s Best Print for Brands in the 21st Century. Singapore; New York: Prentice Hall, 2004.
Gallo, C. The Presentation Secrets of Steve Jobs: How to be Insanely Great in Front of Any Audience. New York: McGraw-Hill, 2010.
Samsung Galaxy S5. Samsung Mobile. Accessed July 23, 2015.
