It would be fair to say that pitching is a brutal business. It might take months to get a potential client through the door – only for a poor pitch to completely let down your business.
Well, it doesn’t have to be like that. Sure, some people are naturally better prepared to deal with this situation than others, but there are still some hard and fast rules to abide by.
Through today, we’ll now go over four of the most impactful pitching tips.
It all starts with first impressions
Nowadays, there are a few ways to approach this first point.
We’ve seen an influx of meetings happen over Zoom and in relation to pitching, which often involves short and sharp sessions, this is arguably even more common. In this case, the rule is simple; test your tech beforehand and make sure everything works as expected.
So, what if you’re inviting clients to your own office space? It’s here where the rules intensify. Ensure that they are given a hero’s welcome, and not left lingering in reception waiting to be plucked into a meeting room. Then, the standard hospitality rules go. Make them at home, ensure they have front-row seats, and give it your best shot. A side note is to also make sure that your building is equipped to deal with external guests, in terms of having the appropriate insurance in place and even making sure that you have enough car parking spaces!
Finally, another pro pitching tip, if you’re visiting the client’s office, this is the equivalent of removing your shoes at somebody else’s home. As well as minding your Ps and Qs, also have at least a couple of backup tech options. We’ve all been in those situations where a supposedly trusty USB stick doesn’t function in your presentation screen of choice.
Know your audience
This is a crucial one, and one that’s often overlooked. It’s not uncommon for businesses to go in completely blind, without doing any research whatsoever on the client. It might not seem like the most pressing concern, but this is a surefire way to lose the deal.
The process should be relatively simple; take a look at their website, their social media channels, and any press they might have received. Doing this will give you a much better idea of their target audience, their overall tone, and what kinds of messaging they might respond to.
It’s not all about you
When you’re pitching, it can be easy to get caught up in the idea that it’s all about you. You want to sell your business, your products, and your services, so it’s only natural that you would want to talk about them as much as possible.
However, this is a rookie mistake. Your pitch should be about the client and what they want to achieve. It’s only by demonstrating that you understand their needs and can provide a solution that you’ll be able to win them over.
Be prepared for questions
Finally, you need to be prepared for questions. This is a two-way process, and the client is just as likely to want to grill you on your business as you are to want to talk about theirs.
Be sure to have a few key points in mind and be ready to elaborate on them at a moment’s notice. This way, you’ll be able to deal with anything that’s thrown your way and come out on top.
Let us know in the comments if you’ve got any more pro pitching tips!