Marketing Strategy · Sales

How to pitch benefits for early adopters?

Kate Hiscox

July 27th, 2015

We've had excellent traction since we launched a couple of months ago but have companies in our pipeline that are;

A: Taking longer to convert
B: Bring huge value if we convert them

We're offering to integrate their warehouse/ERP system(s) with ours, free of charge, in return for a future case study, logo on our site etc.

Any suggestions on how we should communicate this in a way that excites/pressures them to take the plunge and via what channels?
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Eleanor Carman Incoming BLP Sales Associate at LinkedIn

July 27th, 2015

While I don't know the exact answer, I do know it's important to sell what you're offering so people know what their benefit is. Some of our discussions on sales pitches might be helpful to you. Here are all the discussions we have on pitches - I bet there's something applicable in there!

Anonymous

July 27th, 2015

This is indeed a big challenge. When we started we asked everyone to trade for case studies, and retrospectively, we should have just written them and asked for forgiveness. For instance, when you are starting, you might find that presenting a case study first is the way to go, rather than asking them in advance. If you have a good relationship, it's harder to say no to work done, than to work that might be done.

Bryce Hamrick Product Vision / Biz Strategy + Tech Chops

December 22nd, 2016

I've gone through almost this exact scenario. There's a couple key challenges you need to overcome early in your engagement with potential clients.

First, recognize you're not offering them something "for free." An integration with an ERP system takes man-hours, and I assume whatever your'e offering is going to require some level of investment, time or otherwise, on an ongoing basis so you'll have a hard time approaching businesses with a "free" pitch.

Second, if you lead with a $0 sticker price you immediately remove any value associated with your product and your brand, as well as any credibility that you'll actually be able to deliver. Your messaging needs to focus on what you'll deliver and how you'll do it.

What I would recommend would be to seek out your ideal customers and approach them, with confidence, as an established brand that can deliver exactly what you're promising with a price tag to match. Only after this point, when you're negotiating the details of your deal, should you offer discounts to drive the deal to the finish line.