Sales Tips

Sales Pitch Ideas to Set You Apart from Competitors

unique selling proposition
Copper

Sales pitches can be boring for your audience if they’re not engaged. Or more accurately, if you're not engaging them.

How many times have you listened to a sales pitch from another company, only to start daydreaming about what you’re going to eat for lunch?

If you want to have any chance of standing out and generating sales, you’ll need to prevent your prospects from doing the same thing.

Companies in the U.S. spend more than $70 billion on sales training every year. If you’re contributing toward that ever-increasing figure and failing to push your sales reps to deliver unique pitches, you're wasting money. Maybe even a lot of it.

In the world of sales, creativity is key. You’ll need a unique sales pitch when selling your product or service if you want to see any conversions. You'll need pitch ideas that prevent boredom from striking your prospects mid-pitch and close sales by helping you stand out from your competitors.

Here are seven to get you started.

1. Build your pitch around a story.

Is your goal to see direct sales from your pitch? Building your entire pitch around a story could be the boost you need.

That’s because storytelling is proven to improve sales. Stories have a strong impact on our brains and thought processes, and proving that your brand is relatable through a unique story is a fantastic way to humanize your sales pitch.

So, center your pitch around a story that’s happened to you—it could be either a personal or business-related story.

Did your founder or CEO create the company to solve a problem they were experiencing? Have you had a strange experience that led you to this career path?

Whatever story you’ve got to tell, featuring it in your speech is a terrific sales pitch idea to set you apart from competitors.

(Bonus points if your story relates directly to your prospect’s pain point.)

2. Double-check your structure.

When delivering pitches, it can be easy to ramble. While you’re excited about your product and you want your prospects to feel the same, try to stick to a timeslot that doesn’t burden your prospect by taking a huge chunk out of their day.

It’s important to remember that effective sales pitches follow a structure. You can’t expect to grab people’s attention (and convince them that your product or service is worthy of their hard-earned cash) by confusing them with a pitch that’s all over the place.

That’s why you should experiment with following a proven format.

Discussion formats are the structure of choice for 50% of prospects. The next most-popular structures are presentations (29%) and demonstrations (21%).

However, this can vary from industry to industry. The best way to double-check that you’re following the right structure is to ask your customers directly.

Whether it’s by sending out a customer survey or asking prospects in a one-on-one conversation, you should constantly ask for feedback on the structure of your sales pitch.

3. Use power words.

If you’re delivering a sales presentation, choosing your words carefully will set you apart from your competition.

Words like these are commonly considered "power words":

  • You
  • Imagine
  • Instantly
  • Best
  • New

They make people feel something, rather than relying on a thought process to digest the information you’re sharing.

Using power words in sales pitches also conveys emotion—another factor that’s proven to increase sales.

Emotional selling can be based on many psychological triggers, even negative ones like greed, fear, or envy, but these power words can subconsciously win over your prospect and help your sales reps to generate more sales.

4. Include Stats, Data, and Case Studies

Why do we bother researching statistics, data, and case studies to add to sales pitches? They build trust.

(Trust is vital for buying decisions, and this sales pitch idea will help you boost your return on investment from your sales training.)

These tactics work so well because they prove that what you’re selling has worked before. If someone else in a similar situation to you has purchased a product that’s solved a pain point you share, wouldn’t you want to try it?

You can exploit this by including:

  • Case studies of similar prospects who’ve seen success from using your product or service
  • Data to backup your statements
  • And statistics on why someone needs your product

5. Don’t be afraid of injecting personality.

Although some people prefer sales pitches that are 30+ minutes in length, you run the risk of losing a prospect’s attention if you're talking about your product or services for too long.

To keep someone’s attention, try injecting personality into your pitch. Humanize your brand (and prove there’s a real person behind your speech!) by:

  • Telling jokes
  • Thinking on the spot, rather than having your pitch mega-rehearsed
  • Telling stories (about yourself—not the brand)

Each of these three elements can liven up your sales pitch.

So many sales teams are overly cautious about showcasing too much of themselves in their pitches, which is funny because it’s easier to get your customers to remember you if you show personality.

Remember, you’re one of a kind. Nobody can tell your story like you can.

6. Ask questions and prepare to pivot.

Asking the right questions isn’t an out-of-the-box sales pitch idea. In fact, many sales teams will tell you that it’s important to ask your prospect questions. That’s because you can learn how to improve your pitch in the future and tailor each sales pitch to the person you’re delivering it to.

But what nobody tells you is this: when asking questions, you need to be prepared to pivot.

If I asked, “How many leads are you currently getting each month?”, my follow-up response would differ if your answer is “zero” or “50+.”

If sales teams are able to pivot their pitch effectively—and sustain a conversation after a prospect has answered their question—they can further personalize the speech they’re delivering.

Personalization is quickly becoming a huge marketing phenomenon, so this sales pitch idea could be the boost you need to see more results from your sales pitch.

7. Include visuals in your pitch.

How many times have you heard this phrase? A picture is worth a thousand words.

Although a seasoned writer might beg to differ, it’s true: we’re able to digest visual information easier than written text.

In fact, one study found that people only remember 10% of what they hear. This goes up to 20% when they read something, but the real shock comes from things people see or do: 80% of information is remembered.

Although sales presentations are mainly delivered by speech, including visuals in your presentation is a sales pitch idea that’ll help your prospects remember what you’re selling.

You could kick this strategy off by adding these to your sales presentations:

  • Infographics
  • Graphs
  • Pie charts

If the visuals you’re including show relevant statistics, that ticks two sales pitch ideas off your checklist.

Plus, visual information is processed 60,000 times faster than text, so that’s an extra reason to add this element to your sales pitches.

With these sales pitch ideas, you can transform an ordinary pitch into one that’ll set you apart from your competitors.

One last crucial thing to remember: don’t be afraid of asking your prospects for feedback. If there’s a section of your pitch that isn’t sitting well with your audience, this is how you’ll be able to find (and change) this section to improve your chances of making more sales in the future.

Don’t be afraid of prospect feedback. It’ll help you in the long run!