Pitching skills are essential to MSP sales success. However, most people have not perfected their presentation skills. Some are hesitant to speak in front of others, especially in a pitch context. Others give so few pitches they have not had a chance to refine their skills. Too many use PowerPoint and other technology as the focus of the pitch rather than as a complementary tool. Let’s take a look at the most important pitching tips that will help you and your team increase market share:
Practice Several Times
You have everything to gain and nothing to lose by practicing your pitch several times. Practice your pitch, and you will eventually feel comfortable delivering it in front of others. You should try to deliver your words in a way that inspires questions. Take some time to think about the types of questions that will be asked and your potential responses.
Use PowerPoint as a Tool Rather Than a Focal Point
Do not fall into the trap of using PowerPoint throughout the entirety of the pitch. If you use tech tools, make sure they complement the presentation rather than dominate it. Each slide should be limited to a title and an image so the audience remains focused on your words. Do not use bullet points unless absolutely necessary. If extra information is essential for comprehension, give a handout to each audience member after the presentation. This way, the audience will be solely focused on your pitch, as opposed to reading material passed out at the start of the presentation. Finally, when using PowerPoint, use a large font size so everyone can clearly see exactly what is being presented.
Do Not Try to Be the Hero
The best pitches portray the audience as the heroes, as opposed to the business providing the service. Set up the storyline so it is the audience who has the opportunity to save the day. Your company’s services will get them there. A story that pumps up the audience’s ego is that much more likely to sway them to become a paying customer. Keep in mind that the target client already assumes your business is highly efficient. It is expected you will help save the day. Your focus should be on making life easier for clients and ultimately improving MSP sales.
Relaxed Presenters Give the Best Pitches
Your mindset plays a major role in your ability to perform. Try to get 8-10 hours of sleep the night before the pitch. If necessary, take a nap prior to the pitch so you feel well-rested. Make your pitch on a full night of sleep and your cognitive abilities will be in high gear, helping you communicate in as artful of a manner as possible. So, do not attempt to pull an all-nighter by studying your pitch throughout the night and skipping sleep. You will feel more relaxed and mindful following a night of rewarding sleep.
Above all, Focus on Telling a Great Story
The best pitches tell a story of some sort. Make sure your pitch has a clear start, middle, and end. There should be some emotion to the story and your pitch. Create a hero who overcomes adversity, solves the problem and ultimately keeps the audience engaged from the start until the end. Keep your pitch interesting, and your audience will respond kindly by adding to your MSP sales.