Winning new business pitches is essential for success in many careers. With the right approach, you can boost your chances of winning. Here are 10 essential tips:
Build a relationship with the client: Before and during the pitch, establish a connection with your client. People tend to do business with people they know and like. Use coaching techniques to create a rapport and showcase your knowledge of their business.
Know your client's needs: Make sure your pitch revolves around the client and their needs, not your company. Deeply understand what they're looking for to increase your chances of success.
Present a compelling proposal: A well-written, organized, and simple proposal is more likely to win. Back up your points with data and case studies, and don't hesitate to use storytelling to engage the client.
Practice, practice, practice: Winning pitches takes practice. Receive feedback from colleagues or a coach to improve both your delivery and content. Simplify your messages to make them clear and concise, and aim to make the client feel good.
Be prepared for questions: Anticipate questions that may arise during the pitch and have answers ready. This shows you have thought about the client's concerns and can provide solutions, demonstrating your expertise.
Use visuals effectively: Visual aids can help the client understand your solution better and see the value it brings. Ditch PowerPoint and use props, videos, graphics, and charts to make your pitch more interesting.
Differentiate from competitors: Highlight what sets your company apart and why it's the best choice for the client's business. Showcase your experience, track record, or proprietary technology, but avoid criticizing your competitors.
Follow up after the pitch: After the pitch, follow up to thank the client and send additional information if needed. Stay top of mind to increase your chances of winning.
Be flexible: Unexpected challenges may arise during the pitch, so be flexible, adaptable, and confident. Practicing with a professional coach can help.
Don't give up: Even if you don't win a pitch, use it as a learning opportunity to improve your future pitches. After every pitch, ask yourself: What did we do well? What could be better? What should we change next time?
By following these tips and putting in the effort to prepare and deliver a compelling pitch, you can increase your chances of winning new business and growing your company.
Mark Westbrook
Public Speaking Coach