How to Give a Great Sales Pitch I

You’ve got an important sales presentation to a group of potential investors or partners who have the money necessary to make your deal a success. Are you prepared? In this three part series, guest entrepreneur Creag Banta gives you some key elements to making your presentation a success.

Be Authentic:

Investors invest in good people who have good ideas. They are investing in your leadership, passion, your competence, your drive, your focus and your ability to accept good coaching.
Your personal energy and passion must shine through. Believe in the value of your idea and in yourself.

Your Portfolio:

Put your unique product and service up-front. Everything else can be provided if your core is strong. 95% of all business is generic. 5% is unique. All of the value is in that 5%. Focus on that 5%.
Be clear on your sources of unique value. Intellectual property, physical assets, unusual talent, team experience and team commitment, partnerships, and existing customers and clients.

Your Team:

Be clear on team relationships. Co-founders, partners, employees, contractors, consultants. All play important roles. Team roles must be presented as complementary, not competitive.
Make sure all team members who present can speak with confidence supporting shared goals.

Competition:

Your biggest competitor is always inertia. What is it about your unique product or service that would motivate a purchaser to change their behavior so as to select your solution instead of their current solution?
Know your market. How big is it and what share do you need for success? What are the competency profiles of your major competitors? You must have credible market share goals.
Be clear and specific about barriers, obstacles and objections.

Financials:

Have good financials. Balance Sheet, Income Statement and Cash Flow Forecast for the duration of the initial investment.
Have your financials reviewed by an accountant for compliance with accounting principles.
Your scoreboard is your financials. You must demonstrate that you know how to score.

Regulatory and Legal Environment:

Like it or not, your business must be able to succeed within the regulatory environment of your industry. Identify all major regulatory requirements and how you will successfully manage those requirements.