NAMM Tradeshow Preparation Volume II: Formulate Your Sales Pitch

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With our three-part series, we’ll get you ready to reach your top consumers, connect with retail buyers, and prep your business for growth.


You have less than 60 seconds to make an impression. Make it count.

First, it’s essential to identify and clearly articulate the details of your company. Anyone that can financially contribute to your company (for example, a buyer who can secure large volumes of your product for in-store sales or consumers who want to buy your product) should be able to quickly learn about and understand why your company is different and why they should purchase from you over your competitors. Below, our basic sales pitch essentials can help you craft these talking points in a clear, succinct and efficient way.

WHO ARE YOU?

Keep this the shortest part of your elevator speech. Discuss applicable background experience, and/or human element that brought you through this journey. The buyer wants to hear about the product line and how they can ultimately make money, so keep it brief!

WHY YOUR PRODUCTS ARE UNIQUE?

What sets you apart from your competitors? Unique lugs, woods, configuration or finish? Price point? Figure out how to clearly articulate why you’re different.

WHAT ARE THE BENEFITS TO THE BUYER?

These benefits often touch on the emotional side of the buying decision. E.g., The consumer will have the only one of its kind; Dave Grohl uses the same one!

HOW DO YOUR PRODUCTS FILL A VOID?

This will often touch on the rational side of the buying decision. E.g., They aren’t currently offering something within this price point, or they are looking for an exotic option.