Sales pitch tips: How being pitch perfect won me a £1M order
I had a carefully crafted 75-minute presentation ready, packed with insights, ROI projections and a clear case for why we were the right partner.
I was nervous as this opportunity was a big deal for me, the team and the company.
Then came the curveball. Their board meeting overran, and I was told I’d have just 15 minutes, as the MD had a later appointment that couldn’t be missed.
Panic set in initially before I composed myself.
It was just me, my knowledge of the client, and a fraction of the time I’d prepared for.
I had to quickly strip away the non-essentials and focus on the core message: the business impact, the return on investment, and the why us.
Instead of stumbling, the urgency sharpened the message. I delivered a concise, high-impact sales pitch that landed resulting in a nod of approval and a £1M order.
That experience taught me something that every small business owner and leader responsible for sales needs to know: you can’t always rely on the perfect conditions for your pitch.
Sometimes your time slot changes or you bump into a prospect unexpectedly.
Meetings shift. Agendas overrun. Attention spans shrink. The question isn’t, “do I have enough time?” – it’s, “can I deliver impact in the time I’m given?”
How often do you schedule a prospect meeting or a 1-2-1 for an hour because it’s easier or ‘the norm’? Could you do it in 15 minutes if needed? You probably can and if so, you should.
Time is the one commodity we don’t get back and we shouldn’t waste it.
Here are five ways to make sure you can deliver a sales pitch with impact:
- Know your core message: if you had 20 seconds, what would you want remembered? That’s your anchor
- Build a modular pitch: structure your content so you can expand or contract depending on the time available
- Lead with value, not features: start by showing how you’ll move the needle for them (what problems you are solving), not by listing what you do
- Practise the short version: most people only rehearse the full deck. Run through 15-minute and even 5-minute versions and ensure they come naturally
- Stay confident under pressure: your authority comes from composure; the more natural you are, the more persuasive you’ll be
Practice make perfect. Winging it in this day and age rarely works, as your clients and prospects are more savvy.
When time is short, clarity becomes your greatest advantage. Nail your proposition so it can land in 75 minutes or 15 or even 60 seconds, because sometimes the million-pound moment comes quicker than you expect.
Remember this: if you can’t nail your proposition and ‘why us’ in 12-15 words each, then your colleagues and referral partners won’t remember and use it and it won’t land with your prospects.
If you can describe it to my Mum and she gets it… it’s simple enough.
Every one of my 1-2-1 clients has their proposition nailed succinctly so it can be delivered with confidence and impact at short notice if needed.
What do you need to be able to deliver your sales pitch in 30 seconds?
If you are looking for a sounding board to help you challenge the status quo, hold you to account, or need help developing a plan to navigate your next steps proactively, it’s time to chat.
