Mistake 1: Not researching the client properly There is nothing worse, as a client, than sitting through a generic pitch. Stop doing it. Instead, know what matters to that client. Do your research, engage with them. Talk about them.
Mistake 2: Over-reliance on ‘presentations’ ‘I’m just going to run through this presentation’ is the worst thing you could say. Wake your customer up, don’t put them to sleep. Remember, YOU are the presentation. Don’t let your document drive the meeting.
Mistake 3: Too much focus on you and your solution What do you prefer, someone talking about themselves, or someone talking about you? Put your client at the centre of attention. Have a dialogue with them. Take lots of notes and check you understand what they are saying.
Mistake 4: Overly complicated and unclear If your pitch is complex, what is it going to be like working with you? Your job is to make it simple. Take all the complexity and problems away.
Mistake 5: All facts, no interpretations Facts get forgotten, stories get repeated What stories will get told about you? Make sure they are good ones
Mistake 6: All head, no heart Clients are human too. Appeal to them every way you can. Use logic, emotion, passion and all the tricks that have made great businesses.
www.benjaminball.com Mistake 7: Half-hearted performance Do you look like you care? Train yourself to be as exciting as your service. All the best people learn to perform well in pitch meetings.
Mistake 8: Selective information Is there something that you would rather not talk about? Be honest and open. If you messed up, explain why, and what is different now.
Mistake 9: Lack of practice Are you fully prepared? Get on top form before Your first meeting. Use video and outsiders to train. Train yourself to be as exciting as your service
Mistake 10: Poor follow-up What next? The first meeting is just the start. Don’t play hard to get. Don’t stalk