How to improve (and nail) your business sales pitch

Summary

• 75% of leads through Unbiased have never used a financial adviser before, so they need reassurance and a gentle approach.

• Focusing on being personable and providing good customer service will help you secure the first initial meeting with your client.

• Within the first 15-60 minutes of accepting the enquiry, you should contact them to double-check their requirements and book them in for their first meeting

Why is a good sales pitch so important?

A well-crafted sales pitch is essential because it serves as the first impression that can make or break a potential business relationship.

It’s more than just a quick description of a product or service; it’s a persuasive communication tool that highlights value and builds trust.

A good sales pitch captures attention, communicates key benefits, and addresses a prospect's pain points, making it more likely to lead to a conversion or further discussion.

Research firm G2 revealed 68% of buyers don’t involve sales until they’re ready to make a purchase. This means that your sales pitch is likely to be a prospect's first interaction with your business, so it needs to count.

To help you improve conversion, here are eight expert tips for how to approach the first call with your enquiry.

Focus on building rapport

The first call with your enquiry is a core building stage.

Most consumers have never had advice before, so they may be nervous and cautious about using an adviser and any associated fees.

This apprehension can lead to a lot of questions. You should focus on making them comfortable and answering all their questions before asking their own.

Highlight your own expertise

Customers want to know they’ve made the right decision in coming to you for advice. Highlight your own credentials and expertise.

Also, make sure you highlight your experience in the area in which they’re seeking advice.

Don’t get too personal too soon

One of the most common mistakes financial advisers make is focusing only on the money during the first call.

This can put off your prospective clients. Instead, you should focus on booking your first official meeting with your enquiry.

You’ll have plenty of time to get into the details during your initial consultation.

Avoid jargon

As most leads you get through Unbiased are first-time financial advice users, you must ensure you’re speaking their language.

Avoid jargon and technical terms your enquiry might not understand.

Your aim here is to put them at ease, not confuse them with complicated terms.

Gently requalify their initial enquiry

During this call, you want to ensure this enquiry will be worth your time and effort.

Gently requalify what they said on enquiry information, including their wealth level and the type of advice they’re looking for.

If it’s a mortgage enquiry, qualify their details

Mortgage enquiries can take a slightly different approach.

As your enquiry has most likely been referred or is speaking to multiple brokers, you can get straight to the point and ask more detailed questions.

With mortgage enquiries, speed is of the essence, so it’s important to qualify details straight away.

Schedule the next meeting

When wrapping up your first call, it’s important to finish strongly. Schedule your first official meeting with your enquiry and confirm the time and date with them, as well as how long the meeting is expected to take.

It’s also important to reiterate this first initial meeting is free, with no obligation to proceed.

To reinforce this, you can follow up with a summary over email.

Want to work with Unbiased?

A successful business sales pitch comes down to building trust, being personable, and focusing on the needs of your potential clients.

Keep your language simple, highlight your expertise, and ensure they feel comfortable from the outset.

Always aim to confirm a follow-up meeting, providing reassurance that your first consultation is free and without obligation.

By following these steps, you'll create a solid foundation for a successful client relationship.

Discover more about how Unbiased Pro can help you grow your advice business.