The Winning Pitch #3: 10 reasons why customers say “yes”
So, the golden question – what do clients look for when you pitch to them? What defines success – and a win for you?
This is a difficult question to answer in just a few words. The reason is that clients alter their priorities across industries.
For example, in relatively immature industries such as Web Design, a proven track record of success, plus a financially robust balance sheet, are both essential elements that clients will look for.
In mature industries, such as Logistics, it’s quite the opposite. Clients know that the top logistics companies are on the whole successful and financially robust. Instead, clients might be looking for freshness, energy and innovation in this mature industry.
But there are loads of other considerations too. Your job prior to the pitch is to find out which of these points are right up the top of the client’s assessment notes.
If you get them right, and focus your pitch in those areas, then you will have much more chance of success!
So here’s the list – keep it handy while you’re preparing for your next pitch!
3. Ability to deliver solution
Note the wording here: deliver solution. This is not “ability to present solution” – that’s the easy bit! What you have to do when you’re pitching is to show how you are going to actually deliver the solution.
If you are pitching something tangible to the client that they can touch and feel, then you’re at an advantage. For the rest of us who sell the “intangible” then showing our ability to deliver the solution is not as easy as it sounds.
It might be best to demonstrate your ability to deliver the solution. So maybe you can think about doing a walk-through, or painting a vivid word picture. Show them the people who will be rolling out the solution – their personalities, drive, ambition, track-record.
Plus a simple rollout-plan always helps.
The most effective pitches show just how easy it is to work with a client. Easy steps with minimal hassle is the key to success here. And the way it is delivered is important too – this is part of what you do every day and every week so you should present in a calm, logical, clear way.
Remember that you don’t need to know how your car works to enjoy the luxurious ride. The client doesn’t need to know all the detail. However they do need to know that you are more than capable of delivering an outstanding solution.
Come back soon to our blog for The Winning Pitch #4 – “Cost effectiveness!” It’s important to know the difference between price and cost effectiveness. A price is a ticket hanging on a product, nothing more. It is a number only. So price alone has no value.
Make your next pitch a winning one!
A pitch is a high energy process – often fun and sometimes frustrating. It is usually a time of great uncertainty too. From the outset you are never 100% sure that you are going to win, which makes it a nervous process full of guesswork.
Your aim throughout the pitch preparation process is to bring as much certainty to the process as possible. While not conclusive, this list of criteria should go a long way to helping you get that certainty.
Give us a call at Natural Training if you would like us to show you why we are considered a sure thing by many of our clients looking to win their next pitch.
Would you like Mary to run some training for you?
Simply call 0207 043 1582 and we will organise for Mary to train you and the team.
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