First Five Minutes on Sales Pitch
The first five minutes of any sales pitch contribute more than 70% of your chance of closing a deal or client having an interest. Do not use it to just talk about your solution [beginners do that a lot]. The most potent strategy is to dedicate at least 50% of that time to let your potential clients know that you are aware of the challenges. That does one thing: it builds assurances and confidence that you are up to speed.
Doing this gives you a sequence – you cannot offer a solution to a problem you do not understand. This is why researching your client is very important. You want to leave that presentation dropping in the mind of the client that he/she has found the ally to the business problem.
And when that contract comes and you accept, make sure irrespective of the size that you offer absolute commitment in delivering value.
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Yes. Make them acknowledge their pain, then deliver your solution. Works like charm!