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.TRANSCRIPT
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So, you are pitching to win new business….
How do you stand out from the rest?
www.benjaminball.com
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www.benjaminball.com
UK based Benjamin Ball Associatesare presentation experts helping companies, law firms andfunds win more business and investment. We help you pitch, present and persuade.
From our 10 years experience of coaching pitch teams,let’s look first at the mistakes others make when pitching
Benjamin Ball Associates+44 20 7193 [email protected]
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www.benjaminball.com
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.
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www.benjaminball.com
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.
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www.benjaminball.com
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.
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www.benjaminball.com
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.
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www.benjaminball.com
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
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www.benjaminball.com
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.
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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.
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www.benjaminball.com
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.
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Mistake 9:
Lack of practice
Are you fully prepared?
Train yourself to be as exciting as your service
Get on top form before Your first meeting. Usevideo and outsiders to train.
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www.benjaminball.com
Mistake 10:
Poor follow-up
What next?
The first meeting is just the start. Don’t play hard to get. Don’t stalk
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www.benjaminball.com
So, that’s what not to do.
What should a good pitch involve?
One tip:we advise our clients to use carefully prepared checklists.
for example…….
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www.benjaminball.com
Step 1. Call Benjamin Ball Associates +44 20 7193 [email protected]
Step 2. Ask for Ben or Louise
Step 3. Get some free advice