One of the best ways to make sure that your sales pitch is interactive is to send the prospect something ahead of time with a note saying, â€œWe can discuss this during our meeting.â€
A consultant I work with is involved in helping pharmaceutical firms comply with FDA rules. When theyâ€™re hired, they engage in highly complex compliance programs. He says, â€œWhen we go in for a sales presentation, we always send ahead a plan for how we will spend the first year of our engagement. Even if they donâ€™t read it, it gives us something to discuss with them. It helps make the pitch more like a work session than a pitch.â€
Virtually any business can use this tactic. If youâ€™re an attorney, send ahead a brief outline of thoughts on how to approach winning the lawsuit. If youâ€™re an architect, send ahead design ideas that your listeners can react to. If youâ€™re a software engineer, send ahead key issues with the software installation that youâ€™d like to discuss.
And donâ€™t worry too much about sending out something that the prospect wonâ€™t initially embrace as the final answer. The point here is not to send out a perfect solution. The point is to give something that will get the conversation started, transforming your presentation from a pitch to a working session.