Sales Proposals Archives - The Sales Evangelist

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Brian Harrington, The Sales Evangelist

TSE 1224: How To Craft A Rock Solid Sales Pitch To Potential Investors

Brian Harrington, The Sales EvangelistA sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors.  First, everyone is a salesperson. Regardless of what you do, everyone sells to someone.

Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. 

In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made.  They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. 

Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. 

Brian’s company sells products with a focus on three core worlds: 

  • Product
  • Education, providing ongoing training to entrepreneurs and sales professionals
  • Investing/ Advising/Consulting where they help startup businesses grow and provide value. 

Mistakes you’re making when pitching to investors

It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared.  If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. 

Simple changes can make the pitch so much better.  Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. 

The Tease, The Please, and The Seize 

The Tease:  Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind.  BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds.  

You also want to be mindful of how your actions and words may be received by your audience.  If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. 

The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues.  Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes.

 The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action. Think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture.  You want them to have confidence in you and the products or services you represent.

It’s important to take the time to do the research in potential investors.  Make sure you know they’re looking to invest in your industry or type of product before you ever get in front of them.  Find out what kinds of pitches they’re drawn to. For Brian, the best pitches are the ones that come from people who command attention and hold the attention of the room throughout the presentation. 

Have the right amount of confidence 

Confidence is key for any salesperson. That confidence, however, has to balance with the facts that are being offered.  A good investor is going to research the data you are using to support your claims so stick with the truth. Don’t makeup stories to make yourself look good.  It can compromise your integrity and an investor needs to be able to trust you. 

You also want to be careful about being annoying.  Again, you don’t have a lot of time to make a great first impression.  You don’t want to come off as too cocky or flashy. The best course of action is to substantiate your claims and have a real plan you can confidently and competently execute. 

The truth is, not all pitches will be successful. There are risks in every opportunity but oftentimes, the rewards are bigger than the risks. You can lower the risks by offering realistic projections that show you’ve systematically mapped out how you’re going to make a profit. 

Crafting a Great Sales Pitch

As a salesperson, it’s your job to craft a rock-solid sales pitch to potential investors. The right pitch doesn’t sound too  “salesy.” During a pitch, be careful of talking too much. It could seem like you’re trying too hard and can be perceived as a lack of confidence in your presentation. 

Turn that around by keeping these key elements in mind when crafting a great sales pitch:

  • Come prepared
  • Be confident
  • Know your business
  • Show a level of traction and validation 
  • When presenting, take a deep breath and refrain from repeating the same things over and over again. 

“How To Craft A Rock Solid Sales Pitch To Potential Investors” episode resources

Connect with Brian Harrington by emailing him at brian@kevingharrington.tv. For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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Jason Swenk; Donald Kelly The Sales Evangelist Podcast, Sales Proposals, Sales Hacks

TSE 213: Close 80% More Of Your B2B Proposals With Jason Swenk

I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!

Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!

Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.

Here are the highlights of my conversation with Jason:

How to successfully convert your proposal in B2B sales:

  1. Treat a proposal like a phone number.

Get it in the right order and do it in the right way.

  1. Do NOT send a proposal. (Like what?!?)

Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.

  1. Your proposal is not what sells them.

Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.

Steps in Qualifying:

  1. Need

Does their need match up to what you can deliver to them? Can you deliver it?

  1. Budget

Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).

  1. Authority

Make sure you talk to the decision maker. Ask.

  1. Timing

Make sure the timing is right.

Getting to the Proposal: The 3 I’s

  1. Issue

What’s their biggest issue? This allows you to understand what to focus on.

  1. Impact

What’s the impact on their business?

  1. Importance

How important is it to them? This is where your follow-up strategy comes in.

Strategies for Closing:

  • Do not give them too many options.
  • When you understand their problem, they look at you as an adviser so you need to tell them what to do.
  • Sell your clients what they need and not what you want them to buy.

How to Quickly Build a Proposal:

  • Create a proposal template.
  • Take out the stuff you don’t need.
  • Add some new stuff when needed.
  • Get access to the proposal template Jason uses by visiting www.jasonswenk.com/proposal-template

Strategies for Making Your Executive Summary in the Proposal:

  1. Summarize what THEY want.
  2. Pre-frame the client by starting it off with stating two obvious facts the client knows to be true.
  3. Reinstate what they want most.
  4. Describe the benefits they get.
  5. Explain how it’s going to work and that you have researched and have experience of what they’re looking for.

Jason’s Major Takeaway:

“Don’t send the proposal.”

Episode Resources:

Check out Jason’s website www.jasonswenk.com

Get Jason’s proposal template www.jasonswenk.com/proposal-template

Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal