Anouk van Deurse
Within B2B telephone acquisition, it is important to highlight your product or service clearly and concretely. In an elevator pitch, you highlight the most important parts of your product or service to generate interest among your target audience.
You can only make first impressions once. Whether you have a job interview, want to upsell to an existing customer or want to sell a product to a potential customer, a concrete sales pitch is very important. Choosing an appropriate presentation style (how will you convey your story?) is also crucial. A good presentation method for making a first impression is the elevator pitch.
Sales pitch for telephone acquisition
Before making your pitch, of course, you must first create the situation that the prospect wants to hear your pitch. To do this, you have to be able to generate interest with the right approach. After all, you are calling - unannounced - to someone who does not yet know you. So introduce yourself clearly and immediately mention the reason for your call. Read our other blogs about the perfect sales pitch for more tips.
I'm Anouk, from FindBusiness. We are party to quality B2B lead generation and do this for organizations with a complex sales process. I am calling because I am curious about how you are currently getting new customers.
TIP: Conclude with an open question. By doing so, you clearly leave the floor to your interlocutor and invite them to respond substantively to your question.
Elevator pitch
Then comes the moment of your substantive elevator pitch. Like a real elevator ride, this pitch should be short but powerful. An average elevator ride takes between 30 seconds and 2 minutes (unless you're in a 28-story building pushing all the buttons, of course?). You can use this length for your pitch as well. Apart from the length, the content of your pitch is just as important.
You want to convey the essence of your proposition during your elevator pitch. In doing so, highlight the unique selling points, but stay away from operational issues or rates. The moment someone asks about these in response to your pitch, you can interpret this as a possible buy signal.
In your elevator pitch, answer the following:
- What is your proposition?
- What is the problem for which you have a solution?
- What are the unique selling points?
- Why is your solution a good fit for the organization you are approaching?
Again, it may pay off to close with a concrete but open-ended question. That invites your interlocutor to spar substantively about the issues you highlighted during your elevator pitch.
Awaken interest
Make sure that you use terms in your pitch that arouse interest. This, in turn, can provoke questions about what exactly you mean, whether you can talk a little more about it, which in turn gives you the chance to go into the story a little more substantively.
Example:
We find that our different way of working can contribute to optimizing processes. About our see optimizing business processes, we would like to exchange views with you.