New Business Pitching - Ten Essential Tips from a Pro


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Ten Essential Tips to improve your New Business Presentations and Pitches. Idenitfy the most common mistakes and how to avoid them. From Benjamin Ball Associates, UK based presentation experts.

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New Business Pitching - Ten Essential Tips from a Pro

  1. 1. Pitching to win <br />new business?<br />Top tips from a pro.<br />
  2. 2. UK based Benjamin Ball Associates<br />are presentation experts helping companies, law firms and<br />funds win more business and investment. We help you Pitch, Present & Persuade.<br />From our 10 years experience of coaching pitch teams,<br />let’s look first at the mistakes others make when pitching<br />Benjamin Ball Associates<br />+44 20 7193 0130<br /><br /><br />
  3. 3. Mistake 1: <br />Not researching your client properly<br />Better to get the right message, in the right place at the right time - stop the generic pitch.<br /><br />
  4. 4. Mistake 2:<br />Over-reliance on ‘presentations’<br />‘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.<br />Remember, YOU are the presentation. Don’t let your document drive the meeting.<br /><br />
  5. 5. Mistake 3: <br />Too much focus on you<br />Instead, put your client at the centre of attention. Have a dialogue with them. <br /><br />
  6. 6. Mistake 4: <br />Overly complicated and unclear<br />If your pitch is complex, what is it going to be like working with you?<br />Your job is to make it simple. <br />Take all the complexity and problems away. <br /><br />
  7. 7. Mistake 5: <br />All facts, no interpretations<br />Facts get forgotten, stories get repeated<br />What stories will get told about you? Make sure they are good ones<br /><br />
  8. 8. Mistake 6: <br />All head, no heart<br />Clients are human too. Appeal to their human side. <br />Appeal to them every way you can. Use logic, emotion, passion and all the tricks that have made great businesses.<br /><br />
  9. 9. Mistake 7: <br />Half-hearted performance<br />Do you look like you care?<br />Train yourself to be as exciting as your product or service. All the best people learn to perform well in pitch meetings.<br /><br />
  10. 10. Mistake 8: <br />Selective information<br />Is there something that you would rather not talk about?<br />Be honest and open. If you messed up, explain why, and what is different now.<br /><br />
  11. 11. Mistake 9: <br />Lack of practice<br />Are you fully prepared?<br />Get on top form before <br />Your first meeting. Use<br />video and outsiders to train.<br /><br />
  12. 12. Mistake 10: <br />Poor follow-up<br />What next?<br />Keep on talking after the pitch and build on all your hard work.<br /><br />
  13. 13. So, that’s what not to do.<br />What should a good pitch involve?<br />One tip:<br />we advise our clients to use carefully prepared checklists.<br /> for example…….<br /><br />
  14. 14. Step 1. Call Benjamin Ball Associates <br /> +44 20 7193 0130<br /><br />Step 2. Ask for Ben or Louise<br />Step 3.Discuss how we can help you<br /><br />