Competition is all about marketing. Marketing is all about sales. And sales, finally, all about pitching how good a pitch is made to clientele directly determines the growth of the competing. Big break takes a look at some prime points that can set your pitch apart and help break deals with new clients:
Research and prepare:
Like at almost any other corporate assignment you should do the due share of homework before approaching a client for pitching. Do a thorough research of the market, calculate company expenditures, consider how much you can you afford to spend and finally, update yourself with new tax rates and reforms if any.
Knowing all about your client, before going with a pitch serves as a huge advantage. Sales quotations may require alterations depending on factors like the market position of the client, its relations with your company, whether it is an old or new horse and the scale of the order etc. Another important thing to consider is the worth of the client’s brand, i.e. associating with it would mean a lot to your company’s portfolio.
Know your competitors:
Probably the most important point to keep in mind is to know whom you are competing with. If majority of your competitors log behind in experience and brand value, you really don’t need to comprise with your set standards. In case of stiff competitors, a little tweaking may be required ion multiple fronts like cost quotation product quantity or follow up services.
Make your self be heard:
Not everyone you visit might be aware of the big names in your line of profession. Such clients generally like to keep their options open to everyone. You need to communicate to them about our company’s expertise and the areas where you score heavily over others.
You may also run into clients who may not be very interested in your merchandise. In such instance, putting a foolproof pitch really depends on how much you can convince them about your products. The idea is to make them realize your range of products is a necessity than just an asset to their business.
A winning pitch
A very effective method to make a winning pitch is to make many pitches at the same time, each with different set of conditions. A higher price quote, for instance, may be balanced with more variety of services or customizing the product to the clients need. These kinds of approach avoid an outright do or die situation. So the client can still consider you even if your initial pitch is rejected.
Ambiguity can work too:
There are also clients that remain confused while communicating briefs about their requirements. Worse, they expect you to make an instant pitch. The best way to deal with them is to remain ambiguous in your pitch as well, till their requirement is met satisfactorily. Once that is through, you will have the upper hand and can give a sales quotation as you may like.
Failures teach success:
A good way to prepare effective pitches is to look back to those that didn’t work. Try to understand what went against them and what worked in favor of the winning parties. By simply avoiding a repeat of mistakes you will prepare a draft that is fairly time.
Even if you lose an order, it would be good gesture to leave behind a memento or corporate gift at the client’s office. This would render an ethical impression of yours and prompt the client to consider you more strongly next time.
Make it a Practice:
Lastly, practice makes a pitch perfect. Regular practice would make you comfortable in drafting them and also sharpen your instincts. —