Make it Memorable

In technology sales, it’s important to make your pitch memorable. You might think that the key is simple repetition, but the truth is that if you repeat the same value proposition over and over again, eventually your customers are going to tune you out. People remember things that stand out – so how do you make your company stand out from the competition?

Just as technology evolves, your technology sales pitch should also evolve. While you should generally keep it consistent, over time, you should incorporate information like what your customers are saying, how they’re using your product, and how you’ve out-performed other products in your field.

A static sales pitch is not memorable, but a dynamic pitch shows that you are passionate about your company and your products. Passion is contagious. When you’re on a sales call, you should speak with conviction and enthusiasm, and again, draw on the excitement that your existing customers feel. How are they using the product? What features have they found most useful?

We remember when our friends recommend a product to us, because they give us real-life examples of why they love their phone or their car or the new game they can’t stop playing. They show us all the cool features or tell us about a fun experience they had. We remember because it’s not a dry recitation of stats.

Your pitch should be less about what the product can do, and more about what it already has done, is doing, and will do in the future. Highlight the ease of upgrades and exciting new features on the horizon. Talk about how your customers have made it a part of their lives.

The goal is to not just talk about your product, but make sure that it stays in your prospect’s mind long after they’ve finished talking to you. That’s what memorable means!

-AJ

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