Super Pitch Sample
1) ATTENTION - Establish common ground & credibility; sound like a decision maker.
Hello, Is that Dr. Zhao speaking? Good morning/good afternoon Dr. Zhao, this is xxx calling from CDMC
Shanghai. How are you today? Excellent! Our partner SAPA recommended you to me, so may I confirm Dr.
Zhao, you are the vice president, R&D of Johnson & Johnson, right? 一定要确认职位。Nice talking with you!
I’m the account executive responsible for the biopharma and life sciences industry. The reason for my quick
call today is that we are finalizing our next high level event called “World Antibody Focus 2011”, to be held on
this November 17 - 18 in Shanghai, China, and we’d like to invite you to join this event either as a
professional delegate or sponsor.
2) INTEREST - Impact statement; core presentation (WIIFM); Benefit creation
At the conference, we will have
Prof. Chen Zhinan, Director of Cell Engineering Research Centre, The Fourth Military Medical
University China
Mr. Roger Perlmutter, Executive Vice President of R&D, Amgen
Dr.Jin-San Yoo, CEO, President and Founder, Pharm Abcine
And many other industry experts to be our featured speakers.
They will make the keynote presentations on the topics of Current and Novel Antibody-based Therapies,
Optimization Strategies of Advanced Antibody Engineering & Design, Pre-Clinical and Clinical
Development of Antibody, Protein Development, Production and Purification, Values and Risks of
Biobetters and Biosimilars, etc
To big pharmas:
China has a huge cancer patient pool and thus an important market for antibody blockbusters. According to China’s
Twelfth Five-year plan, Chinese Government is improving the regulatory environment for the development of China’s
antibody industry, such as investment, market access, licensing, pricing, intellectual property, new GMP regulations etc.
At our specially designed Official Guideline Presentation, senior officials from both SFDA and FDA will blueprint the
clearer views on the updated government policies and development prospects of both China and global antibody
industry. You will have the unique chance to raise your concerns and have your burning questions answered.
All the 300+ delegates we invited are SVPs, VPs and Senior Directors from more than 60 Chinese domestics and
global antibody companies just like you. Through our pre-scheduled one-to-one business talks, roundtable discussion
and prestigious cocktail party, you can select your tailor-made meetings and fully exchange your ideas with other
senior level delegates and discuss the opportunities for external innovation, strategic alliances and partnerships.
To biotechs:
You will have the chance to know the investment WISHING LIST of non-profit foundations such as Bill Gates
Fooundation, Chinese government’s public funding strategy towards anitbody development and meet those VCPE
private investors who are keening in funding antibody innovations.
Also you will meet senior big pharma representatives to discuss licensing, co-development, M&A/partnering
opportunities.
To CROs /CMOs:
Does your company have any antibody pre-clinical/ clinical trial projects? Are they conducted in China/ Asia?
- Examining the latest outsourcing trends and service provisions
- Following the trends of the biotech/antibody research and development
- Understanding the expectations from the sponsors
- Showcasing your companies’ strength areas and qualifications for potential collaborations
- Attracting and servicing outsourcing demand
If you could confirm 3 or more people to attend, I’ll apply a complementary panel speech for you or your CEO to air
the views dated on November 18 morning. Alternatively, you could consider to be one of our exhibitors to fly your
company’s flag. If you confirm to register your company as one of the exhibitors, I’ll apply a complementary 10 min
CRO showcase speech for you on November 18 morning as well to help you maximize your on site exposure.
Law Firms, Financial Institutions, EDC, Equipment/Technology Providers, Logistic Companies, Consultants
(To compliance with China’s new GMP regulations, equipment and technology innovation has become a smart
movement for both MNC and Chinese domestics antibody companies)
- Enjoying worldwide publicity with WAF2011 global advertising & promotion campaign
- Meeting and greeting: understanding clients’ changing business needs
- Distributing permanent reminders of your products or services at WAF2011
- Receiving prominent speaking slots to address an audience of top executives and potential clients
- Exhibiting to showcase your latest antibody technologies and advanced solutions
- Holding one-to-one meetings with top prospects and promoting your products/services to potential clients during and
after WAF2011
3) DECISION - Urgency; verbal commitment; conditional close;，asking for the SALE!
Dr. Zhao, you know, we have promoted this event for 2 months and I’m glad to inform you that the swell of
interest has been remarkable，So far, we have already got over 80% delegate booking rate from both old and
new clients. They are companies such as:
Government Authorities / Industry Associations / Academic Institutions
WHO, FDA, USP(美国药典) , NICPBP ( 中检所)， Bill Gates Foundation, CAS, The second Military Medical
University China, The Fourth Military Medical University China, Stanford University, etc
Multinational Pharmaceutical / Biotech / Life Sciences Companies
Bayer Healthcare Global R&D Center, Beijing Novartis Pharma Co., Ltd. LG Life Sciences, etc
Chinese Domestic Pharmaceutical / Biotech / Life Sciences Companies
Beijing Genomics Institute (BGI), Hongshen Enterprise Group, Livzon Pharmaceutical Group Inc., Regenix
Corporation, Shanghai Genomics, Shanghai Henlius Biotech Co. Ltd, ShanghaiBio Corporation, Tianjin
Tasly Pharmaceutical Co., Ltd., Wincon TheraCells Biotechnologies Co., Ltd.,
CROs / CMOs / Outsourcing Service Providers
Bioduro, a PPD Company, ChemFuture Shanghai Medicilon Inc., WuXi Apptec, etc
Law Firms, Financial Institutions, EDC, Equipment/Technology Providers, Logistic Companies,
Consultants,
Finnegan, King & Wood, CPLP Bioengineering AG, Thomson Reuters, Toray Industries, Inc., etc
The total investment for a normal ticket is only USD 1,999 including two day sessions, and for a VIP ticket is
USD 2,499 including pre-scheduled one on one business talks, Our online event contact system allows you
to screen hundreds of potential partners and easily pre-arrange one-to-one private business talks on line
before coming to the forum.
So may I confirm whether you have keen interest in attending our World Antibody Focus this November in
Shanghai? One thing I must mention is that we have already got over 80% delegate booking rate from both
old and new customers. so the seats will be run out very soon. Currently, we still have 2 speech slots, 4
exhibition booths and some individual sponsorship opportunities available. Now, I’ll email you the detailed
agenda of this conference immediately As a friend, may I take down your mobile number please to keep
you in the loop of updated event information? After you have read it through I’ll confirm your seats at 3 PM
this afternoon/ 9 AM tomorrow morning.
Call back
Good morning/afternoon, Mr._______, This is *** calling from the organizing committee of World Antibody Focus
2011. We spoke yesterday. How are you doing? Excellent! Further our nice conversation, I sent you the detailed
information by email.
Have you reviewed the program details? …Which topic you think is mostly interesting to you? …多了解了解客户感
兴趣的话题，做好记录，第二次 call back 时针对他感兴趣的话题多讲讲行业新闻、会议的动态、他们应该在会场和
谁交流才能对他的业务有帮助。Do you have any innovative idea to this event? …How do you think your
organization will get involved in this forum? ...Have you ever come to China and join similar events? 和客户拉近关
系，同时了解相关竞争对手的信息。知己知彼。Should I reserve the seats for our organization? …
Do you think you can make the final decision within these two days? As I mentioned there are only 4 seats
available at my hand.
第二天需要 Call back, 询问客户对我们 program 的看法。询问是否有兴趣：Is it interesting to your company?
一、如果有兴趣：Does it mean that your company will attend our Antibody Focus event?
如果回答 yes,则放 urgency：As I mentioned yesterday, we promoted this event 2 months ago. At my hand, 90%
seats are confirmed. For the seats security, I hope you can confirm as soon as possible.
确认钱：You know, the investment for one normal ticket is USD 1,999 and for a VIP ticket is USD 2,499. Is it ok for
your budget?
如果钱有问题，则参考要折扣这一段。如果没有问题,则问来多少人：How many people do you think will attend our
conference on behalf of your company? Will you personally attend this conference? Who would be the attendees?
传报名表：To officially reserve the seats for you, we need the paper work from your side. Would you please fulfill
the registration form and send it back to us by email or fax to +86-21-6840-7633.
如果这些问题都回答了但是仍然表示要考虑，就直接问他: What’s your concern?
二、如果他表示有兴趣但是暂时不能做决定，切记要询问他原因：
1. 是时间安排不能确定？问他什么时候可以定 schedule。并且告诉他我们的会议已经推广 2 个月了，因此对
（CRO, 设备公司) 只有 4 个席位了。
2. 可能他不是最后做决定的人？打能够做决定的人。打到的人的职位一般至少是 director, vice president,
president, CEO, COO, Chairman & etc.
3. 有可能是不感兴趣但是嘴上不好意思拒绝你？检查该公司是否相关，如果相关，再联系其他人看看。
4. 是预算有问题？客户表示期望有折扣？最好不要一开始就将客户进入讨价还价的阶段，要告诉他：You will
get access to online event contact system to manage pre-scheduled one-to-one meetings and see other
companies’ details, enjoy all session, 2 luxury luncheons, 4 coffee breaks, 1 full set of conference documentation
with all the presentation ppt of the speakers, 1 delegate list post event and etc and your invest is only 2,580USD.
参会费用为普通票 USD 1,999, VIP 票 USD2,499 ,如果客户在电话中表示要折扣，先坚决说没有折扣。将我们
的原则正常情况下我们没有折扣，只有三人或者三人以上报名才有 10%折扣。然后，作为销售我真的很希望能够帮
助他。我需要请求我的领导再回复。之后问他打算来几个人。我们的折扣会根据人数调整。如果客户要求的折扣较
合理，比如说 10%，就让他先把表传过来。拿着表来申请。如果折扣太夸张，比如 50%，那直接和他说 sorry，下
次再合作。
Normally, we only offer 10% discount for multiple booking, we mean if there are 3 or 3+ colleague book at the
same time. As salesman, I have no right to offer any discount even it is 1%. However, personally I really want to
make this deal with you. But I need to talk to my boss to ask for his approval.
May I know how many colleagues would come from your company?
What is your expected price?
If I get the approval from my boss, whether your company will attend the conference for sure?
Ok, I will try my best to get the approval for our 1st /long term cooperation.
Would you please do me a favor to send me the fulfilled registration form & note 10%折扣力度 discount. I
think if I have the registration form I will have more confidence to persuade my boss.
三、如果不感兴趣？


从客户 core business 的角度出发，询问原因。再次强调会议的政府背景+大量的大药厂（big pharmas）
告知客户他的客户方、竞争对手多次参加我们的会议，对我们会议的质量首肯。很多著名的生物技术公司和大药
厂，如 Genentech, Sanovi Aventis, Biogen Idec, Johnson&Johnson, Genzyme 等都主动要求要与我们签订长期
合作协议，长期参加我们的会议。因此我们公司的专业程度毋庸置疑。
This event is an exclusive networking platform:
 Endorsed by 4 international authorized organizations： BayHelix, Korea Bio, SAPA, CROU
 Promoted by 20+ international media: namely CCTV， China Daily, Global Information Inc, GBI,
BioSpectrum Asia, Pharma China, Biocompare, Mergermarket, PharmaVOICE magazine,, BioonGroup, eBioCenter”,
Bio-equip, Biotech World, International Journal of Biologicals, etc

You can make a potential clients WISHING LIST to us. We will try to invite and introduce them to you when on
board.
4. Specific Content
In addition, the conference will definitely provide more strategic, authoritative and practical information. With your
presence in the World Antibody Focus 2011, we believe the event will be more successful than last year. In return,
this will bring up the profile of your firm and yourself in the area of antibody industry and probably bring more
potential business to your company. Maybe you can make some deal during these 2 days.
5. Probing
I hope your organization can also be engaged in the conference, since you are very keen to the China’s antibody
market. I believe that will be a lovely idea. Most possibly, who will be the attendee from your organization? Will you
be one of them? Apart from yourself, who else will be interested in the event?
6. Trial Closing
I believe you should be interested in some of the topics, right? Maximum how many people will get involved in the
event? The event certainly covers the area that are central to your responsibilities, doesn’t it? Who do you think
you mostly want to meet during this event?
7. Qualifying
Do you think you can accept the investment amount for this forum? Who will make the final decision? What’s the
problem that prevents you signing in for the forum? Who will give the final approval? Can I solve this problem for
you?