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Pitching for business
- 3. What do you do?
- 4. • Social pitch • Scheduled pitch • Pitching for investment
- 5. Social Pitch
- 6. What can you do for me?
- 7. • My name is… • I am…(Yellow Pages Category) • I specialise in/am known for/my clients get • What’s happening now or most recently? • We want to…
- 9. Clarity
- 10. Authority
- 11. Problem
- 12. Solution
- 13. Why
- 14. Opportunity
- 15. What Next?
- 17. Who else is involved in the business?
- 18. Are there any patents?
- 19. Market Research
- 20. How have you tested the market?
- 21. Profit/ Turnover
Editor's Notes
- How many people have already asked this question today to open a conversation with someone you’ve not met before? By doing so, an opportunity has been created for a pitch, if you get it right it could be the start of a long and fruitful relationship, get it wrong and it wrong and the window of opportunity closes. In business, no matter what we are doing, we are first and foremost sales people.as a sales person you are constantly pitching for business and so it makes sense to work on your pitch and make sure you deliver it with impact.
- We are going to look at 3 variations on the theme.
- When you are introduced to someone or meet at a networking event. Before launching into your pitch be sure that it is the right time and right place. Timing is important, don’t invade thier space and be casual but confident.
- This is what people really want to know. Features v benefits. If you already know something about the person you can tie this into the conversation. Within 30 seconds they will make their mind up about you, it will either lead to a meeting which will give you a chance to go into the scheduled pitch or they will politely move on.
- Take away some of the stress of running a business by providing a soundboard, helping to focus the mind, developing skills and helping them become more effective business managers and leaders.
- Having delivered a social pitch the next step should be to arrange a meeting so that you have a chance to continue to build rapport and deliver the full scheduled pitch. To be effective it is important to use a framework and stick to it, allowing for interaction and questions but always aiming to keep on track.
- Clarity Who you are, your company
- Establish your credibility, your achievements, accreditations
- This could be money, time, emotion, health
- What and how can you resolve the problem – ultimate results
- I believe, the big vision.
- How the relationship can work and the results it will bring.
- Call to action – be specific about the next steps, maybe plan the next meeting to move things to the next level. So far pitching has been very much about building rapport, identifying common ground, the focus is on the relationship. This is not necessarily about becoming best friends, it is as much about building respect and shared ethos.
- What are investors looking for? They don’t want to be your friend, they are looking for an investment opportunity, to make money.
- Any other investors/ partners/ Directors?
- and who owns them is the most important question. Do you own them or the company?
- What market research has been carried out and what does it tell you?
- Do you have evidence that there is a market for your product or service?
- Anyone who has ever watch Dragons Den will know that most people get caught out when it comes to finances. Learn about the numbers.