Pitching a complex industry-specific SaaS is akin to competing in the Olympics of sales. The most valuable asset in the age of social media and fast-paced content consumption is time. Advertisers are struggling to entice users with a five-second pre-roll on YouTube, whereas your product demo requires not five, but 40–60 minutes of a customer’s personal time. You should use this time wisely to highlight the product’s benefits rather than overwhelming the customers with unnecessary details.
What is best way to pitch a complicated product?
There is no one-size-fits-all strategy for B2B sales. In some fields, it entails a lengthy deliberation process involving multiple shareholders; in others, it is reduced to a single decision-maker. Pitching approaches can vary greatly, but the following fundamentals can help you get your message across.
To successfully pitch a sophisticated SaaS solution, you must be prepared to speak at length about how your product solves customer problems in the most basic terms possible.
- Structure your pitch around the goals and objectives of your customers. Determine what they require first, and then demonstrate the capabilities of the product based on their needs.
- Don’t overburden your client with unnecessary information. They may lack the expertise to appreciate the nuances, and as a result, they may lose track of the story’s thread.
- Prepare your evidence, which could include figures, cases, reviews, and illustrative examples. This information will strengthen your case and cultivate credibility, which is the most important emotion in B2B sales.
- Research your prospect and ask specific questions about their business model, size, partnerships, and previously used software.
- Calculate the ROI of your solution implementation and be truthful about the utility of your SaaS in the context of your client. This is critical for establishing a rapport.
