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Pitching for new business - how to win new business


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Pitch winning is an art and a science. These tips to improve your pitch winning success rate are from pitch training experts Benjamin Ball Associates.

Published in: Business, Technology

Pitching for new business - how to win new business

  1. 1. So, you are pitching to win new business….<br />How do you stand out from the rest?<br /><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 and persuade.<br /><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 />
  3. 3.<br />Mistake 1: <br />Not researching the client properly<br />There is nothing worse, as a client, than sitting through a generic pitch. Stop doing it.<br />Instead, know what matters to that client. Do your research, engage with them. Talk about them.<br />
  4. 4.<br />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 />
  5. 5.<br />Mistake 3: <br />Too much focus on you and your solution<br />What do you prefer, someone talking about themselves, or someone talking about you?<br />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. <br />
  6. 6.<br />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. Take all the complexity and problems away. <br />
  7. 7.<br />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 />
  8. 8.<br />Mistake 6: <br />All head, no heart<br />Clients are human too.<br />Appeal to them every way you can. Use logic, emotion, passion and all the tricks that have made great businesses.<br />
  9. 9.<br />Mistake 7: <br />Half-hearted performance<br />Do you look like you care?<br />Train yourself to be as exciting as your service. All the best people learn to perform well in pitch meetings.<br />
  10. 10.<br />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 />
  11. 11.<br />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 />Train yourself to be as exciting as your service<br />
  12. 12.<br />Mistake 10: <br />Poor follow-up<br />What next?<br />The first meeting is just the start. Don’t play hard to get. Don’t stalk<br />
  13. 13.<br />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 />
  14. 14.<br />Step 1. Call Benjamin Ball Associates <br /> +44 20 7193 0130<br /><br />Step 2. Ask for Ben or Louise<br />Step 3. Get some free advice<br />