How to pitch a client!
My top 5 steps to landing that new client!
I will be honest even after 20 years of sales pitching new clients can be intimidating. However, landing that new client after you worked so hard to pitch them is the very best part of being a salesperson. In my career, I have sold everything from newspapers, advertising, luxury cars, and even cable. I have had the pleasure of selling to the consumer, small business owners, and even fortune 500 companies. How is the pitch is all the same?
First, learn about the client and their company! The worst thing you can be is uneducated about who you are pitching. Review their website, social media pages and google them. Read any articles, reviews good and bad, and take notes to ask when you meet with this client.
Next, is the introduction my advice may be a tad bit old-fashioned but it has worked time and time again. Come dressed to win! You may say well duh! Your presentation is just as important as the presentation you are getting ready to pitch! Give a brief introduction about yourself and then your company. Make sure in your introduction you give your name, business name, how long you have been in business, or your experience, and the services your company offers. Keep it short no more than 3-4 sentences.
Identify the company’s problem and how you can assist with the solution. Be clear in your message, give the steps on how your solution will work. Give a timeline from start to finish and a budget for the project. Keep this part of the presentation light. I know we are in the “digital age” but have on hand a paper copy of your handout. Email the client your deck after the presentation so that when “they” go back to review and make a decision they can review everything.
Offer your companies services and how they can assist your client with their problem. Tell them why your company is the best fit and give a brief history of how your company has assisted others in the past with similar problems.
Finally, open the floor to an open conversation and take notes. Be open to any suggestions or opinions. Keep in mind if this client decides to choose you then communication will be a key part of your new relationship. Listening skills are key! The only thing I can say is to LISTEN, LISTEN, LISTEN and allow the client to fully get their question out before answering, you may have more than one person in the room so be conscious of who is asking the question and whom to answer.
