What makes a smart sales pitch? If you’re like most insurance agents, you’d give a two-half answer to the current question – a well-designed set of slides and effective delivery of those slides. While that answer is technically correct, it understates the impact that a nice sales presentation can have on moving buyers through the top of the sales funnel. It also fails to capture the dozens of components that produces for a good sales pitch, from preparation to delivery to closing for next steps.
Use the following tips when planning and delivering your sales presentation to confirm that your driving the best conversion rates doable and no wasting any appointments or live insurance leads.
Make positive your sales pitch has an objectiveIt’s exceptional how few insurance agents really perceive the target of their sales presentation, especially given how easy it is to develop an objective. You'll be making an attempt to convey an outline of your company, your product, and therefore the price you offer to customers. You will also be making an attempt to find out as much as you'll about the customer, what they have, and why they have it. But the foremost necessary objective is to use your sales pitch to maneuver the buyer to the next step in your sales process. Your presentation should concentrate on providing information such as the worth you create and what the customer ought to do next so that they agree to next steps with you. It’s a straightforward, however usually-overlooked purpose.
Specialize in what the client cares aboutSmart sales shows give information on something that your prospective customer really cares regarding. Making your audience care is the foremost vital issue you'll do in your sales presentation. As you create and ultimately deliver your sales pitch, raise yourself – what’s in it for them? There are a number of different business reasons, such as increasing revenues or decreasing prices, which would cause a client to worry regarding your presentation. They’re conjointly personal reasons would care about your sales presentation. For example, will what you’re presenting to the customer help them get a promotion or facilitate them gain recognition at their company or in their business?
Build your sales pitch around a sensible storyEvery good sales presentation is made on top of a sensible story. As humans we’re hardwired to love sensible stories and during a business setting it’s no completely different. Good stories share a range of common characteristics that you'll be able to incorporate into your sales pitch. For example, sensible stories are usually personal in nature an evoke emotional responses ranging from fear to greed. Consumers conjointly like “story arcs” that demonstrate how you will effect modification in their organization by changing the establishment. Your sales pitch should show the customer how they get from purpose a to purpose b.
Organize your sales pitch around a central planLike a sensible story, your sales presentations ought to have a central or organizing plan. In most sales shows that central plan or theme ought to specialize in the profit that you may deliver to your client. As you’re creating your pitch, raise yourself what’s the $64000 profit you’re visiting deliver to your client and create positive that the story you tell in your sales presentation revolves around that profit.
Offer your presentation structureA smart sales pitch conjointly incorporates a structure that produces it straightforward for the buyer to follow what you’re presenting. One in all the additional common structures employed in sales presentations is that of articulating what the customer’s drawback is; presenting a possible resolution to that drawback; and finally agreeing to a next step with the customer. It’s a straightforward structure that permits any prospective client to simply follow what it's you’re presenting. Just keep in mind to stay it straightforward. Many buyers expertise cognitive dissonance after you pitch a replacement plan to them. Making it simple for them to follow along can help you overcome that challenge.
Strike a balance with your sales pitch slidesThere’s a lot of conflicting information out there on slide design and the way abundant info your slides should contain. Much of this is a results of the Zen-like slides that Steve Jobs popularized many years ago. Most presentation consultants advocate for this “a lot of is a smaller amount” approach when it comes to designing slides, but in a very sales pitch, your slides would like to convey enough specific info to move the prospect more along the shopping for process. To help with this, specialize in writing slide titles that convey the key purpose of every slide, embrace a visual element such as a screenshot on each slide, and never have more than 3 pieces of information on each slide.
Bear in mind the ability of threeThe vast majority of folks will’t keep in mind additional than three things at a time. Good sales presentations follow a three×3 rule – in total, your sales pitch ought to convey data around no more than 3 huge, central ideas and every individual slide should contain no more than three items of data that you would like the buyer to understand.
Produce short and long versions of your sales pitchYou ought to have an extended and short version of your sales presentation. The long version of your presentation ought to be approximately 30 to 45 minutes in length and ought to fill the bulk of a 60 minute meeting that you might have with a buyer. Whereas the number of slides may vary, we have a tendency to recommend targeting 3 minutes per slide. As such, your thirty-forty five minute sales presentation ought to have between ten-fifteen slides in it. The short version of your presentation should be anywhere from 5 to fifteen minutes in length. Several insurance agents surprise why they have a short sales presentation, but there are some common situations where a short presentations comes in handy. For example, a buyer may tell you that they only have 30 minutes to fulfill rather than the 60 minutes you originally scheduled. Short version of your presentation might have slides as few as five slides. Furthermore, you wish to be prepared to offer the short version with no slides.
Prepare for the no slide pitchThe simplest sales reps can deliver their sales pitch with no slides. To do that, you would like to observe your pitch without the help of slides. Concentrate on the structure of your pitch and also the story you’re attempting to inform (see higher than). You ought to conjointly practice answering the 5-ten most common questions you get from consumers. Sales pitches that don’t use slides tend to turn into conversations much faster (that’s a sensible factor). These conversations usually center around a collection of commonly asked queries that you wish to be adept at answering.
Personalize your sales pitchThe foremost effective sales shows contain content that's personalized for your target audience. There are some simple pointers that you'll be able to follow to minimize the amount of work that’s needed to customize a presentation for a selected meeting. 1st, build certain that you merely personalize a few slides, sometimes the first few slides in your deck. Second, concentrate on a few common ways that to include buyer-specific info in your sales presentation. You can embody business specific info or content that's specific to the client’s role. You'll also do this by together with information collected throughout desires assessment or discovery part of your sales cycle. Third, build sure that you have got a method for personalizing the presentation prior to the meeting. Too many sales people jump right into their sales pitch without having place any thought into personalization. Make sure that you allot 15 to thirty minutes before every major sales pitch that so that you'll tell a compelling story to the customer.
Set a transparent agendaAt the beginning of your meeting, set a clear agenda that outlines the structure of the meeting for the customer. Concentrate on three-five key topics that you wish to hide within the sales pitch and put them in a logical order. That’s your agenda. You don’t want a ten purpose agenda – it can confuse they buyer and you for that matter. Finally, as you are presenting the agenda, raise the customer if they consider it or if they’d like to alter it.
Remember that specificity winsA lot of sales presentations are stuffed with high level data, platitudes, useless business jargon, and vacuous though leadership. Your pitch needs to include specific data that helps the buyer make a better call, establishes your credibility, and moves the customer additional along in the shopping for method. Attempt to include specific data that shows a deep understanding of the target buyer, the particular ways that you help companies like the buyer’s, and specifically how individuals use your product or service.
Use relevant examples and informationIn a very similar vein, you ought to incorporate specific examples and data into your sales pitch. For example, instead of generically describing what your product will, give the customer with a particular example of how a company from the identical trade uses the merchandise. Whenever possible, use contextually relevant examples and specific metrics to support the key points you’re creating.
Conversation over presentationSeveral sales shows focus solely on helping the vendor communicate info to the customer. The foremost effective sales presentations, however, facilitate a two-manner exchange of knowledge between seller and buyer. Create positive that your presentation prompts the customer to share info with you about why they are talking to you, their requirements, and where they are within the buying process. A few straightforward rules go an extended way here: let the buyer interrupt you whenever they want; ask the buyer if they questions each 5 minutes; and gift info that might cause the customer to either agree or disagree with you.
Leave time at the end of your sales pitchHow several sales conferences have you been in where the sales rep doesn’t leave time at the top to discuss next steps? You’re not alone, if you answered “all of them”. Create certain that you permit a minimum of five minutes at the top of the meeting to urge feedback from the customer and discuss next steps. Also, ask for 3 referrals that would benefit from the information provided. I always give a pen and paper to write them down and then give them a funny stare. If you are taking insurance live leads, just ask for the referrals and shut up. The one who speaks first loses.
Agreeing to next stepsAgreeing to next steps with the customer at the top of your sales pitch is one of the most important things you can do. At the tip of the presentation, explicitly raise the client to take the subsequent step with you, whether it’s signing the customer up for free trial, scheduling a demo, or agreeing to place together a proposal for them. In truth, your entire pitch is really all regarding building to the point where you truly raise the customer to take the subsequent step with you. To do that, specialize in two things during your presentation. Initial, create certain that you just and the client agree that there's a downside or chance that the customer needs help with. Second, use your script to establish credibility with the buyer so that they believe that you may really be ready to assist with that drawback or opportunity. If you are doing those 2 things well, then it’s comparatively simple to raise the customer to require next steps with you. It’s as easy as saying “we believe we can help and we’d appreciate the opportunity to create a proposal for you, sign you up for a free trial, or walk you through a demo”.
The Sales PresentationConcluding, make positive your sales presentation scales. Several sales shows are created under the mistaken assumption that only one person (usually the creator of the presentation) will be the only person responsible for delivering it when probably lots to thousands of sales folks can want to deliver the pitch. A few easy tips can make your sales presentation infinitely scalable. First, each slide title should be readable by the person giving the presentation and convey the key purpose for that specific slide. In fact, if you were to string your slide titles together, they ought to type a compelling, cohesive story when scan aloud. Second, be sure that the presenter understands the one-three key points for every slide. You'll be able to place these within the notes field of your presentation slides. Finally, offer the sales team with a recording of a master presenter (someone like the VP of Sales or CEO) delivering the sales pitch.
If looking to organize a live lead sales pitch, we can help. Live Lead Sales Pitch