Making your best pitch in business

To make a success of your business, you need to be able to sell your idea to potential clients and customers alike.  That’s why making a great pitch to them is one of the key skills you’ll need to develop in order to be successful.  Once you’ve developed and written your business plan, it’s time to start presenting it to the world; to investors, to clients, to customers.  Their money is the desired result of your pitch.  Regardless of how you make your pitch, many new start-ups often fall prey to the mistakes one can make in doing so.  So how to avoid those pitfalls and make a successful pitch?

First off, build a relationship.  When people buy your product, they are making an investment of their time and money in you.  You have to let your clients and customers know that it’s not just their money you care about but that you also care about them and how your product can in fact help them and better their lives, whether it’s making things easier or cheaper for them or providing something completely new to them that revolutionizes the way they work or purchase.  No one wants to enter into a business transaction with someone they don’t trust so let your customers and clients know that you have an interest in their lives beyond their wallets and check books.

Believe in your product.  Showing your potential customers and clients that you’re enthusiastic about what you’re selling can go a long way to gaining their business and trust.  If you show them why your product is indeed the best out there and reassure them that you will make a successful go of your product, they’re more likely to believe in you.

If you’re making an in-person pitch, make sure to look your best.  Don’t come sloppily dressed.  Your professional appearance is a reflection of your professional attitude.  You have to represent your brand by looking your best.  This makes an immediate good impression on clients and customers.  If you don’t seem to them to take care of yourself, how will they trust you to take care of them?

Don’t just sell your product; sell your image and your vision of what your product can add to the lives of your clients and customers.  “Beer companies don’t sell an alcoholic product but a beverage that leads to fun, social activities.”  The item you’re selling has to go beyond the pitch you’re pushing.

Learn to overcome the initial “no” you might hear or any other deterrent to your pitch.  This is a natural part of selling that shouldn’t be taken personally.  Find out why your client or customer is indeed telling you no and explain how your product overcomes their worries.  Make it a non-issue.

Know your client/customer and their goals.  Take the time to do a little research on them.  Whether it’s perusing their website or looking up their profiles on LinkedIn, a little extra effort goes a long way.  More specifically, know what they’re looking to achieve or gain from your product.

Keep your pitch short, clear and concise.  You don’t always need an in-person meeting.  Sometimes you can just send along a business proposal.  Make it easy for clients and customers to read your pitch.  In essence, get to the point and quickly.

Provide a link to your work.  The best way to do this is to make a brief mention of one or two past successes and provide a link for them to read more.  A website with a portfolio, or a link to your best published work, are great for this.

Lastly and most importantly, follow-up.  If you don’t hear back in a few days, send a short email.  This might help you earn their respect as they know you are working hard to earn their business.  

Here are some articles you might want to check out on making your best pitch in business:

“How to Write a Business Pitch”: http://www.scribendi.com/advice/how_to_write_a_business_pitch.en.html

“How to Make a Business Pitch”: http://smallbusiness.chron.com/make-business-pitch-22133.html

“New Business Pitching to Win”: http://www.impactfactory.com/gate/new_business_pitching_skills_training_development/freegate_1014-1103-19291.html

“Making Your Best Pitch”: http://boss.blogs.nytimes.com/2012/10/31/making-your-best-pitch/

Until next time…