PITCH TO THE CORPORATION.
DIFFERENCES BETWEEN SELLING TO THE CORPORATE AND SELLING TO THE INVESTOR
Accelerate your business with these expert tips on "Pitch to the corporation". Analyse and discover this TIP!
As entrepreneurs, we put a lot of effort into learning how to sell to potential investors, making pitches in competitions and accelerators with the aim of raising capital. There is one reflection I would like to make. If your venture is B2B, your main objective is to collaborate with corporations, not to raise investment. It is very important that you are aware of this and that you keep in mind the efforts you invest today in both missions. That is why, in your case, the knowing how to sell your product/service companies in an appropriate manner, is the most important thing.
It is important that establish your sales processes, as well as your acquisition and activation strategies. It is important to learn how corporations manage new opportunities. Which are their fears, expectations and barriers to collaborating with startups. In order to successfully sell to a corporation, you will need to differentiate how you approach a corporation from how you approach an investor. You will need to design different ways of selling your solution and use them according to your audience at any given time.
The positions of the investor and the client are very different.
INVESTOR PITCH
The investor pitch aims to to secure funding for our project. The aim of the investor istherefore, participate in projects that have the capacity for growth and revaluation, with the sole objective of selling his share at a higher value after a certain period of time. To be clearer, the investor does not care whether or not your product/service actually works today. The only thing that matters to him is if you have potential for growth and appreciation. To analyse this, you will look at market size, competitors, barriers to entry, the equipment you have available to continue to grow...
Remember that you can practice in the mentorDay acceleration programme.
FEASIBILITY
- Tagline, slogan or solution idea.
- Problem - Solution.
- Opportunity (Why?). Business Model.
- Lasting competitive advantage.
FEASIBILITY
- Adequate timing.
- Traction or engine of growth.
- Full promotion team.
INVERTIBILITY
- Business model scalable.
- Exit. Possibility of being sold. May require a new round of financing in the future.
In the acceleration programme you will also learn how to prepare your Pitch to banks or public administrations so they can give you grants, to experts so they can give you feedback... we will train you to change your pitch depending on who you have in front of you and what resources you want to squeeze out of them!!!!
PITCH TO CUSTOMER (corporation)
On the other side, the customer pitch aims to ensure that a potential customer agrees to purchase your product/service. Your customer or in this case (B2B), is the corporation, which aims to benefit from your product/service by contracting it. The customer does not care about your market size, how you finance yourself, what barriers to entry your competitors have....
What matters to you is how it works, how much it will work for you once you incorporate it into your business. (in Euro) and how much it will cost. As you can see, these are two radically different approaches.
CUSTOMER PITCH
- Tagline, slogan or solution idea.
- Customer problem (specific and adapted).
- How your solution helps him.
- How it works (requirements, technology, system).
- How much it will help you (€) (business case or success stories).
- How much it will cost you (€).
- How we can start and continue (test and scale).
APPLY THIS TIP TO YOUR PROJECT
TASK
Now that you have read the TIP, answer these questions:
- Keep this structure in mind and prepare (differentiated) material for these two very different missions:
- Find client (corporation).
- Raise finance.
- Work on your sales material in a differentiated way: Decks, Brochures, Web, Presentation mails, RRSS Copys...etc.
Reflect on the use of your time. Sometimes, as entrepreneurs, we put entrepreneurship aside to become financial brokers. Remember, the entrepreneur's main obligation is to create profitable business models, not to raise finance. Creating business models is precisely about the need to have customers and, in the case of B2B companies, to achieve collaborations with other organisations.
QUIZ
- 💻 PRACTICE with an expert in the next practical webinar.
- 🔎 CONSULT more related TIPs with this same theme.
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THINK ABOUT YOU
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