How to Pitch B2B

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How to Pitch B2B? Do you have an awesome product? Doing the same old sales presentation? Improve your pitch by following these 9 steps and win more business.

Sales Business

Pitching B2B?
9 Steps to a Winning Sales Pitch!
BLUE LOBSTER

1. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
9 STEPS TO A WINNING PITCH!

Here is an airline pitching
a potential corporate client

Your
WC Office
Your
EC Office
3,000
miles

A Client Story to illustrate
what’s possible

“You may delay,
but time will not.”
Benjamin Franklin

1. Hook
2. Objective
3. Roadmap
4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action

4. Problem
5. Solution
6. Our Product
7. Summary
8. Why Us?
9. Call to Action
Use a hook to get the attention of the
client from the beginning.
A hook can be an interesting fact or
statistic,a short story or a question. It
has to be relevant and interesting.
Explain what the client will get from
listening to your presentation.
How will your talk help them make or
save more money,work faster,or kill
the competition?
Show the client the ”map” of your
presentation. Introduce the 3 pillars:
The problem,the solution and the
product.
Follow the old formula: “Tell them
what you’re going to tell them; tell
them; tell them what you told them.”
What’s the the specific problem faced
by your client and why? Low sales,low
productivity,declining market share or
staff leaving?
Illustrate the problem with a story,an
example and/or data.
Introduce the solution to the problem
you just described. How will it help the
client solve the problem?
Support the solution with a story,an
example and/or data.
Present your product and be clear on
the three main benefits.
Include a story about another client you
have helped. A story builds credibility
and it inspires people to act.
You have described the problem,the
solution and the product in detail. Now
tell them what you told them,and
summarize the three pillars to make
sure everybody is on the same page.
How are you different from the
competition? Many products are hard to
tell apart. Instead a real differentiator
might be how you do business (service,
speed,quality),the team (special talent)
and/or proprietary technology. Focus on
max 3 key differentiators.
Finish the talk with a call to action.
What do you want the client to do now?
Remember to always ask for the order
or make another relevant call to action!
If you don’t ask,you don’t get.
1. Hook
2. Objective
3. Roadmap

BLUE LOBSTERWe help you create presentations that win business.
hello@bluelobster.co www.bluelobster.co

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