New Business Pitching - Ten Essential Tips from a Pro

Pitching to win new business?

Top tips from a pro.

UK based Benjamin Ball Associatesare presentation experts helping companies, law firms andfunds win more business and investment. We help you Pitch, Present & Persuade.

www.benjaminball.com

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]


Mistake 1: Not researching your client properly

Better to get the right message, in the right place at the right time - stop the generic pitch.


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.


Mistake 3:

Too much focus on you

Instead, put your client at the centre of attention. Have a dialogue with them.


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.


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


Mistake 6:

All head, no heart

Clients are human too. Appeal to their human side.

Appeal to them every way you can. Use logic, emotion, passion and all the tricks that have made great businesses.


Mistake 7: Half-hearted performance

Do you look like you care?

Train yourself to be as exciting as your product or service. All the best people learn to perform well in pitch meetings.


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.


Mistake 9:

Lack of practice

Are you fully prepared?

Get on top form before Your first meeting. Usevideo and outsiders to train.


Mistake 10:

Poor follow-up

What next?

Keep on talking after the pitch and build on all your hard work.


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…….


Step 1. Call Benjamin Ball Associates +44 20 7193 [email protected]

Step 2. Ask for Ben or Louise

Step 3. Discuss how we can help you

New Business Pitching - Ten Essential Tips from a Pro

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