If you’ve been using the same sales pitch for years, on every client you see, it’s time to toss it out and create a new one. Chances are it’s just not cutting it anymore. The way people buy has changed drastically and you must change the way you sell if you want to succeed.

Luckily, all it takes is seven steps to create the perfect sales pitch and build a selling process that will work for you time and time again. And once you’ve crafted that perfect sales pitch, you’ll be on your way to meeting your sales targets and building strong relationships with your clients while you’re at it. Follow these seven steps below and get started.

1. Find the Right Buyer

Are you about to contact someone in a company who doesn’t even have the power to buy your products? If you want a chance to make the deal, you have to make sure you’re talking to the right person—the decision maker in the company, so you don’t waste your time.

2. Do Your Research

This second step to the perfect sales pitch cannot be overstated. You must do your research before you even talk to your client. First impressions are everything and you probably won’t get a second chance if you mess up this first step. When your sales pitch isn’t in line with the buyer’s needs, you lower your chances of closing the deal. Check out the buyer’s company website and social media accounts, learn about him—his likes, dislikes, wants, needs, competitors, industry—and consider all of the information you gather when scripting your perfect sales pitch. Naturally, this means your pitch is going to vary for each client depending on his unique needs.

3. Display Your Solution

So while doing your research you’ve realized what the buyer’s needs are. And you have the solution to his current problem. Now, it’s time to let him know how you can solve his problem. Your buyer will be more interested in what you’re selling because you’re speaking to his unique challenge in this perfect sales pitch.

4. Consider Sales Objections

You don’t want to be left stuttering or blanking the moment the buyer has an objection. That’s why the perfect sales pitch considers these objections ahead of time so you’ll have the answers if they come up.

5. Let the Buyer Talk

Just because you’ve done your research and walked into the meeting prepared doesn’t mean you know everything. That’s why your perfect sales pitch includes listening. Let go of your script from time to time and ask your buyer for feedback. Ask follow-up questions to ensure that you’re really hearing what he’s saying so you can close the deal. The perfect sales pitch should feel like a conversation, which means you require some healthy back and forth.

6. The Call to Action

Once you’ve pitched your offer, you have to take the extra step that has your client taking action. Your call to action won’t be the same for every client; it has to make sense in the situation. You can book a follow-up meeting, a trial period, a demonstration—anything that gets the client moving forward in the sales funnel. It’s your responsibility as the sales person to make sure proactive steps are taken as part of your perfect sales pitch.

7. Ask for a Referral

Think of the perfect sales pitch as a circle—it never ends. So when you’re finished with a client that you know is happy and that you have a good relationship with, ask for a referral to other prospects in order to keep your sales numbers healthy. When you have a referral, you have a better chance of closing deals.