In the field service industry, winning a sales pitch can help your company thrive. But whether you’re new to sales or you’ve been doing it for a long time, knowing how to win a pitch can be difficult. In order to give yourself and your business the greatest chance of success, there are some key factors to consider. In this post, we’ll discuss 10 elements of winning a field service business sales pitch.
Choose Three Key Points
The people you’re pitching too can’t remember your pitch if it lasts for 30 minutes. The more information you give out, the more likely your pitch will fail. It’s important to keep your pitch short and sweet, without going too in-depth. That being said, we recommend describing a maximum of three key points in your pitch.
Have the Right Body Language and Tone
When planning for a sales pitch, many people focus too much on what they say instead of how that message is portrayed. Body language and tone of voice means everything during a pitch—you want to show confidence and come off as trustworthy. If you appear nervous or awkward when delivering your message, it’s tough for your pitch to succeed.
Truly Understand Their Needs
Having genuine feeling during your pitch is a sure way to getting those papers signed. This is done by truly understanding your customers’ needs. If you can put yourself in their shoes and feel what they feel, then be sure to show that during your speech.
Focus on Solutions
While your field service team offers many unique features in their services, your customers don’t really care about those details during the pitch—they want solutions to their biggest problems. So instead of focusing on minor details, be sure to focus on the big picture and offer solutions to their larger issues.
Prepare for Objections
Another tactic to remember is to always be prepared for objections. Think of 10 to 20 objections that might be discussed, and craft answers to these questions. That way you’ll be prepared for whatever they throw at you. Staying comfortable and confident is key when objections arise.
Successful home service pitches sometimes include important facts in regards to the industry. Not only can this be interesting and informative to the customer, but they can also get the perception that you’re a trusted professional in the field.
Another way to show that you’re different from the competition is to explain your flexibility. Given that many home service professionals deal with a wide range of different clients, many of them will have different budgets and needs. During your pitch, explain how you offer a wide variety of options when it comes to your products and services. Try to categorize your service options as “good”, “better”, or “best”—which will show your versatility as a business.
Silence is Key
Pitches that fail are sometimes due to the fact that the service technician or contractor is talking the whole time. While you want to say the right things and get your voice heard, you don’t want to come off as too eager. Additionally, you’ll want to have the customer give their input and ask questions.
Use Real-World Examples
Another tactic to win over your audience is to explain examples of success stories. During your sales pitch, your viewers want to see real value in your offerings, so clearly explaining what solutions you provided for businesses and residents will go a long way. And to create a lasting effect with this tactic, having documentation is key. Try to show before and after pictures of the products you’ve installed or the services you’ve completed, and include verbal case studies from satisfied clients.
Although you want nothing more than to close the deal, you want to do it at a fair price. That means you’ll have to negotiate effectively. Your customers want the best deal, but you have to know your worth and stick to it. Once you’ve made your offer, remember to be silent and let the other side discuss amongst themselves.
By focusing on the 10 elements mentioned above, you should have confidence during every home service sales pitch you experience. Find their problem, offer solutions, and take your business to the next level!
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Last modified: September 13, 2019