Pitching a Good Product
So you wanna sell software, huh?
As previously mentioned in my “Making Friends” article, informal relations matter a lot in maintaining relationships. It also decides whether the software/idea YOU pitch is going to accepted or not. There are a few things to consider when pitching your thing though and this article will deal with all of those.
1. Short and Sweet Introduction
Look man, you know why you’re here and who you are, I’m pretty sure your client also knows that. Having a short and sweet introduction about what problem your software is going to solve will be best way to open up your introduction. This information is readily available on the internet and your prospects probably have looked at it already. A brief summary is okay, but move quickly to more engaging content.
2. Be Confident
Confidence sells and your client’s confidence over the software depends entirely on your own. Avoid doubt in a pitch. Never say, “it is my goal” or that you “hope” for something. Use key phrases like “it will.” Make people believe in what you’re selling.
3. Sell value, not price.
Value beats price, so it’s essential to hammer home the value of your product. Sellers have a tendency to over-focus on price up front. But zeroing in on the concrete value that customers get out of a product is much more important.
4. Make sure the software/idea can be embraced by the client
Clients always want to know that you stand behind your product, both from a value and technical sense. You get there by ensuring the product exceeds clients’ expectations. Use guarantees to assure clients they won’t be left in a lurch if problems develop (that you would maintain the software), and that they can walk away without losing money.
This approach works well online, because you usually do business with people you don’t know or don’t see, and thus, you don’t have any idea of what you should expect past the purchasing stage.
5. Have your software/idea solve the actual problem
Go all out to make sure potential customers can see how essential the magnitude of the problem that your product solves. If there’s no real problem, there’s no need for a solution.
6. Deal with Problems BEFORE it is Asked
Every product has shortfalls. Try to anticipate reservations that potential customers may have and address them proactively.
This could help you close the deal and avoid any dissatisfaction down the line.
How I plan to pitch:
Preparations:
- Looking up the interests of the company and focusing my research on the certain aspects the customer wants us to focus on.
- Researching every aspect and feature of our application and which ones to showcase
During the Pitch:
- Explain every single one of the features, but make sure that the major ones are the ones that get the main attention.
- Ensure the customer knows about the main features of our application
Q & A
- It’s very important just to have one and give customers the capability to ask their own questions.
Conclusion
Pitching requires a simple approach to problems that the clients have. Remember that your product needs to be able to solve the problem with as little complexity as possible and to have the customer be able to integrate the solution to their company.
