Improve Your Sales Pitches.
Tools and actionable tips that can aid your sales pitch and close more sales
Sales meetings are the first opportunity for the presentation of your samples and latest products. The chance to outshine your competitors. The possibility to reach your target customer, or the retailers that can allow you to.
Basically, a sales meeting allows you to get your latest or greatest products noticed by the people that matter.
In a perfect world, they are a roaring success – propelling your products to being widely used, potentially stocked in the largest retailers and, ultimately, achieving the sales figures you deserve.
Sometimes, however, they can fall completely flat.
As such, it is absolutely crucial that the presentation of samples is as polished, slick and professional as possible. Luckily, there are some easy steps that can be taken to help you achieve this.
Why the presentation of samples is so important
A potential client will often decide very quickly whether they like you and – perhaps more importantly – your sample products. The rest of your sales meeting they will spend attempting to confirm this first impression in his or her head.
Whilst harsh, this is, in fact, a widely reported phenomenon known as confirmation bias.
Laslo Bock, in an article for The Wire, defines this as “the tendency to search for or interpret information in a way that confirms one’s beliefs. More than 99% of your meeting could be spent trying to confirm whatever impression they formed in the first 10 seconds”.
Whilst it is possible to mitigate this by being professional, smart, friendly and engaging – the traits that make a successful sales person in the first place – the same “confirmation bias” effect can frequently be seen with your products too.
As such, it is vitally important that you make first impressions count.
Through professionally presenting your samples.
5 ways to improve presentation of your samples
So besides the usual steps to making your sales pitch a success, there are a number of other tactics and tools you can use to gain an advantage.
1: Use presentation cases to enhance the visual impact of your samples
2: Take advantage of foam inserts to organise your samples
3: Consistent branding across brochures, business cards, Powerpoint show etc.
4: Engage your audience by allowing them to hold/use sample products
5: Ensure you have literature, info and even samples to leave with the audience
These steps can be particularly important if you are operating in a very competitive market, you are selling high-value goods, or the person you are presenting to holds a lot of influence or is a major decision maker.
Continue reading for further details on these 5 proven tools and tactics that can make a serious difference to your sales meeting and, as a result, help your sales reach their full potential.
1: Use Sample cases
Perhaps the most important thing to remember when presenting sample products is to look professional. And there is nothing that looks less professional than scrabbling around trying to find those samples.
As such, using sample presentation cases (also often referred to as presentation cases, or even sales demo cases) can play a crucial role in the success of your meeting.
There are a wide range of cases available. From lightweight plastic options (such as Ergoline or Tekno cases) in a wide range of colours and sizes to custom built cases, like Smart Case, that can be designed and manufactured in an almost limitless range of styles, there is guaranteed to be an option that perfectly suits your products.
These cases will allow you to effortlessly carry your important samples with to your meeting, and allow for the product samples to be quickly retrieved as well.
You can even use custom branded and printed sample cases to include company logos.
Using the right sample case will ultimately make you look more professional, allow you to more easily retrieve samples and help your sales pitch run more smoothly.
2: Protect and enhance samples with foam inserts
Whilst sample cases will give you a head start both in your presentation and potentially over your competitors, combining these with foam inserts can really take your presentation to the next level.
Designed to work seamlessly with your chosen sample case, it can allow much-improved presentation of your samples by holding them in place within the case.
This can allow you to showcase your entire range (or the most important products) in one go, allows you to stand the case up to act as a visual aid when presenting, and keeps everything neatly organised too.
As a result, you and / or your sales team will see a noticeable improvement in how well the presentation flows and the visual impact that a case with foam can create – just a couple of the added benefits of product sample cases.
And as with the outer sample case that you use, your foam insert can be designed and manufactured in the colours of your brand for a consistent appearance.
3: Take full advantage of consistent branding
You may have noticed that points one and two both mention consistent branding. This is for good reason.
Think of any iconic brand. Chances are they are associated with a specific colour, logo or even typeface. Coca Cola will always be red. Facebook uses a distinct shade of blue. Cadburys’ even attempted to trademark its’ association with a specific colour of purple.
The point is, building up a consistent brand appearance can aid recall, drive awareness and even foster loyalty.
This why it is essential to ensure your sample cases with foam inserts are “on brand”. Colours, correct use of logos and even how “premium” everything feels are all crucial.
There is a wide range of ways to brand and print samples cases, so there is no excuse to not do this.
However, it is important you do not stop there.
When in your presentation, ensure that your supporting brochures and literature are correctly branded. That this matches your business cards. Your Powerpoint presentation – if you use one – must also be consistent. Even the colour of your tie or shirt could help with subliminal branding.
Basically, the more consistent your branding and overall approach is the more professional and memorable it becomes.
4: Engage your audience
Despite the importance of consistent branding, this alone will not lead to a successful sales meeting.
In fact, whilst it may help your audience remember you and your company, this memory may be negative if the rest of your pitch wasn’t up to scratch.
It is therefore important to fully engage the audience when presenting your samples.
Whilst there are many articles available on ways to achieve this (this is a particularly good one), one of the commonly overlooked ways of engaging an audience is to let them touch, feel and even use your sample products.
Most people react incredibly well to the tactile nature of being able to get to grips with a product, gauge its weight, how well built or manufactured it feels, and to see it from all angles.
This then ties back into points one and two. A well thought out sample case with foam can allow you to quickly and easily retrieve the samples your potential customer shows the most interest in.
A note of caution must be raised on this point, however, and that is that is important not to overwhelm your audience with a huge number of samples or options. Too much choice can often be counter-intuitive to getting them to make a decision.
Instead, research your audiences likely needs and requirements in advance, come up with a plan and present the samples that are most likely to gain the sale.
5: Have supporting information, literature and give-aways
So you have impressed the meeting attendees with the professional presentation of your samples, your consistent branding ensures they will remember you, and you successfully engaged them when extolling the benefits they could realise by using your products.
But they want some more time to ponder their decision.
Fair enough. But make sure that you are continually reminding them of you and your company after the meeting has finished. It is important to be “first in mind” once your sales pitch has ended.
As such, it is important to have some literature or information that you can leave behind after your meeting. This may simply be a company brochure and your business card (consistently branded of course).
Even better (depending on the value of your items), would be to leave their favoured sample with them. If this isn’t possible, a branded “freebie” that will sit on their office desk will be a constant reminder of the value your products could bring to their company.
This freebie could even be incorporated into your sample case (so you always have one on hand at every important meeting).
Another benefit of a sample case with foam is that will also highlight of you have left a sample with a customer (there will be a clearly visible gap in your case that will remind you to get another product from your offices before your next meeting).
And finally, don’t forget to follow up with an email thanking your audience for their time once you are back in the office. And all the better if – you guessed it – this email is consistent with the branding you have been exposing them to from the moment you first started presenting.
Further reading and ideas
Whilst this article focuses on the importance of how you present your samples, and the consistency of your branding and approach, this is only one aspect of a successful sales pitch.
For further information covering everything from conquering nerves, how to speak clearly, a successful follow-up process and even arranging a meeting in the first place, why not refer to the articles below.
There are literally thousands of similar and related articles available online. So whether you feel you need to brush up your technique, are looking for fresh ideas or simply want to help a junior member of your team, there is a wealth of relevant information available.
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Proven methods to improve your sales pitches
How you actually present your samples at sales meetings can be frequently overlooked.
However, by using sample cases with foam, ensuring these are branded and that in turn, this creates a consistent experience, you can begin to cement in your target customers mind the value that you can bring to their company.
Done correctly, using sample cases with foam can take the presentation of your samples to the next level – ultimately helping you and / or your sales team in those make or break pitches.