Stop Pitching Your Product/Service—Add Value Instead

Prospects receive hundreds of emails daily, which makes it harder than ever for you to stand out from the crowd. If I can tell you one thing that can change your sales outreach game, it’s that by being the go-to salesperson in your industry, you will provide the highest value.

Value will begin with what your prospect initially views of your brand. When outreaching to your prospect the number one thing you need to be focused on is what is important for their target market and how your product or service can benefit them.

Many salespeople miss this point by doing demos only on the features and how the solution can potentially help that prospect. Focus your effort on what challenges your prospect is facing and on how you can solve those challenges. Some of your clients won’t care about 5 of the 6 main features, so find out what feature they want and show them how you have that feature at the beginning of your pitch.

How to Add Value During Demos

One thing that has really helped our team during demos is only providing a demo of the feature that will provide the prospect with the most value.

Therefore, instead of starting with, say, settings and functionality, go straight to the feature that will solve your prospects pain or provide them value. My words of advice would be to start to move more towards being a consultative seller and move away from being a solution seller.

Examples:

• “Shawn, I see on your pricing page a link is broken. Here is a screenshot”
• “Have you tried keeping your subject lines to 3-4 words? I have seen a lot of success with short subject lines as more people read them on a mobile device screen.”