How to do a business pitch. The Dos and Don’ts

Pitching for new business can be one of the hardest tasks within your role particularly in this economic environment. We have compiled a simple Dos and Don’ts list to aid you in any new business pitch whether it is a beauty parade, a presentation, a board style pitch or just a one – on – one meeting.

Dorn…your researchr
In order to win you need to know your target inside out. This means thorough research into everything from their products / services to their culture. It is also a good idea to find out what exactly they are looking for from a supplier: a long-term relationship, someone to integrate into their culture, a outsourced expert… anticipate what it is the what and prove you can do it.

… make a great first impression.
Everyone has heard it before but it is true, it only takes one bad first impression to ruin a deal. Make sure you are wearing suitable clothes and look the part.

… memorise the agenda.
It is important that you know exactly what to expect from the meeting, even if it doesn’t occur in the order set. You must identify whether all points have been covered and where you need to fill in the gaps

… be confidentr
Confidence can be hard to find sometimes, particularly when you are stood in front of company doing a pitch. Tame your nerves by preparing and truly understanding your numbers, your offering and what unique selling points you provide.

… know your goals and allow room for negotiatio

It is important to have a clear idea of what it is you want to achieve and how much you are prepared to sell it for. It is rare that a negotiation doesn’t happen, therefore you need to have some room for manoeuvre.
Don’t...

… undervalue yourself.
Sometimes it is better not to have a sale than to undersell your products.

… hard sell.
Times have changed and it is no longer acceptable to go in and do a hard sell. Change your approach and make it more empathetic. Create a rapport, generate a relationship and build from there.

… deviate from the point.
Time is money and that is your goal. Waffling is not conducive to achieving this and will not be welcomed by those receiving your pitch. Stick to the facts and to creating a successful working relationship.

The secret questions to sales pitch success:
Preparation is everything when it comes to sales/business pitches. Before you go into a pitch, ask yourself the following questions and ensure you have a sufficient answer. If you can answer them, then you are ready to win some business. If you can answer these then you are ready to win a deal.

1. What do they want from me at this meeting?
2. Why do I want to be at this meeting?
3. What is the Agenda?
4. Can I detect a hidden agenda?
5. What is my bottom line position?
6. What will I be happy to get out of the meeting?
7. Where am I willing to negotiate to?
8. What are my best skills and how to they relate to
this pitch?
9. Do I understand the culture of this company and thern persons I am presenting to?

Only you know the answers and only you will know if you are ready.