When preparing a sales pitch, you may be inclined to continually add elements to entice the customer. This can result in a cluttered, unfocused pitch, and prospective buyers may feel overwhelmed by choices. Don’t give your audience a choose-your-own adventure. Instead, focus on the one thing you believe they will gain. So instead of adding more ideas, try subtracting. Take out three (or more) pitch points until you are down to one core idea. Remove anything that may feel peripheral. Structure your presentation around that one point and continue to return to it throughout. You don’t want to attract customers with a long list of disparate options. Seduce them with a single, compelling idea.

  • Write It Out: Writing out your sales pitch can help you envision all your ideas and make sure you’re not missing any key points. Outlining ideas to follow can help keep your presentation concise and on track.
  • Tell a Story: Once you have all the points of your pitch, you can create a story. Real-life examples can mean a lot more to your customers than simply telling them the numbers.
  • Know Your Audience: Tailor your pitch to your audience and be mindful of their interests.