Everyone wants their pitch to succeed. The more prepared you are, the better chance you have. Boundless and precise research, teamed up with a confident and interesting delivery will have you on the winning streak. The one thing you should never lose sight of is the customer. You want your pitch to focus on how your solution is perfect for the customer, and demonstrate your knowledge of the business and the challenges they face.
Have you ever wondered what you can do to increase your chances of winning new business? With this simple and easy checklist, you can walk in to your next pitch meeting feeling confident and prepared.
- Know The Client
You must conduct thorough research in to the challenges that the client and industry face. It is very important to know the customer’s business problems as this gives you the right information to stir a concept for a solution. By being fully aware about the business, you will be able to align your product to solve their problem.
- Follow Instructions
Although you won’t lose points for suggesting other interesting and diverse options, you must primarily follow what they’ve asked for. It will be noted and factored in to their final decision how much you took in to consideration what they instructed. Don’t be afraid to take chances, but don’t break the rules that they’ve laid down.
To assist and effectively communicate your message, your pitch should involve easy to follow and attractive visuals or demos. This will look visually pleasing, and will also prove your level of professionalism and amount of effort you are willing to put in. You want to quickly grab your customer’s attention, and keep them gripped. Set out your pitch in easy bullets, giving it structure and depth which is easy to take in.
You should always leave copies of everything. After seeing several of presentations, committee members will undoubtedly forget who did what. By leaving a hard copy you give them something to check back to and review after your meeting is over. You can leave a hard copy, or via email to a microsite or electronically. Whichever way you decide to do it, make sure you do!
- Be Passionate
Real and honest passion sells! By portraying your passion for the client or marketing in general will give you the upper hand and will prove how dedicated you are to the field. If you go in with a mundane tone of voice, seeming to have little interest in what you’re talking about, they’re definitely not going to consider your pitch. Be bold and brave, and you are in much better chance of winning them over.
- Team Roles
Everyone present at the meeting in your team should have an assigned role. If someone is quiet and unsupportive to the pitch, the client will be put off by this. They will assume you don’t trust them to have input which will lead to concerns and confusion. You want to have a strong team that can support each other in answering more complex questions that the other may not be able to answer.
Practise makes perfect. By going over your pitch and considering questions that they may propose will give you strong confidence on the day. By preparing for any unplanned discussions or questions in advance will make your team look credible experts. Rehearsing will also help the pitch go much smoothly as everyone has a rough idea of the structure and content of what the meeting will consist of.
- Get To The Point
Don’t drag it out too long. You want your pitch to be short and snappy. Don’t spend the first 15 minutes talking about you as that is far from exciting. Make your pitch punchy with no beating around the bush to keep the client fixed and interested in what you’re saying.