Pitch time. There's business to be won, and you want to win it. So, if you're staring at the screen and willing words to appear, it's time to take stock
Here are five ways you can create a better pitch today:
1. Each pitch should be different
Every single time you speak to a prospective client, your pitch should change. Why? Because your customer will be different.
Before you pitch, research your customer. Who are they? Who are their competitors? What do they really need?
2. Tell a story
When you pitch, tell a story. Don’t rely on facts and figures, or death by PowerPoint. Have the confidence to put a personal touch in your pitch. Appeal to their hearts and their brains. Paint a picture of a better tomorrow, and how you will help them create it.
3. Have answers ready for objections
Most objections come in the form of budget (lack of), time (too little), authority (not my job, mate) and need (we don’t). Before your pitch, think about how you will respectfully answer objections and save the day.
Don’t recite your pitch on glazed-eye autopilot. Listen out for the verbal and non-verbal clues that your prospective clients will be giving, and respond to them.
5. Have a strong finish
If they’re not ready to sign on the dotted line, it does not matter. Just make sure you end the meeting on a strong note – with a firm action point that all can agree to. This can be that you will give them more information, arrange another talk – even send them over an interesting article. Pursue the relationship and not the business.
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