How to create a pitch table - BuyAPresentation

How to create a pitch table - BuyAPresentation

Influencing customers is tough

If you have been in sales for a while, you would realize that, it is one thing to know a lot of information about your product, and completely another thing to know how to use that information to influence your customers.

What is a pitch table?

A pitch table enables you to see your information as an answer to the 4 critical questions in the minds of your customers. The 4 questions that a pitch table addresses are:

1. What concerns of your customers are solved by your product?
2. What features of your product solve those concerns?
3. What is unique about the features of your product compared to the alternatives available?
4. What is the proof for your claims?

Since these are the questions that a customer considers intuitively before making a purchasing decision, having the information available in one readily accessible table is extremely useful.

An Example

I have tried to construct a ‘Pitch table’, for our product - ‘Premium Animated Powerpoint templates for Sales and Marketing professionals’ as an example.

To give you a quick background about the product:

Our customers are sales and marketing professionals. They have excellent products and ideas that make a difference to their customers’ lives. But, they don’t have the time, or the design expertise to create professional looking POWERPOINT™ slides to convey those ideas powerfully, and make a lasting impression in their customers’ minds. With our premium, animated POWERPOINT™ templates, we help them win business. Now, they can spend their time to think and add value to their customers, instead of spending time on designing their slides, to get a professional look.

This is how the table looks:

What the various benefits of a ‘Pitch table’?

This table gives you all the information you need to convince your customers at a single glance, so it serves as your ready reference to address any type of customer objections. 

You can even arrange the points in the table to appeal to specific segments of your customers. That way, the information can be helpful to start a conversation with your customers.

You can use the information to write an email to your customers, like – ‘The 5 reasons why our service is different and better than any other alternative.

So, start making your pitch table. It is the starting point for all your sales presentations. Happy selling!