Pitching for new business - how to win new business

So, you are pitching to win new business….

How do you stand out from the rest?

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]


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.


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 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.


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 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 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?

Train yourself to be as exciting as your service

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


Mistake 10:

Poor follow-up

What next?

The first meeting is just the start. Don’t play hard to get. Don’t stalk


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. Get some free advice

Pitching for new business - how to win new business

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Transcript of Pitching for new business - how to win new business