Pitching an idea to a client can be nerve-racking; you want to impress but also want to protect your dream. Also, it doesn’t matter whether your idea is the most creative and innovative out there - if your pitch is lacking, the clients are unlikely to give you a second of their time. With this in mind, here's a step-by-step list to follow...
Firstly, collect the tools and resources that will allow your pitch to stand out. Stage one of the pitching process means delving into what should be included in the pitch, so it’s time to start the research of what to include. This also involves gathering the necessary tools and resources to bring this pitch together. Naturally, the product or concept and your personality are the greatest tools of any pitch.
However, not everyone is a confident speaker, which may mean that passion and persuasion are lacking. If this is the case, a presentation and latest-edition mock-up product are imperative. The presentation should include any relevant facts and figures as well as solicit testimonials from exiting users and clients - case studies are paramount at this early stage.
It’s also important that you show a good understanding by being able to deliver a clear and concise pitch to clients. This should include how your idea will help to resolve future business issues and how it will meet the business goals of you and your clients. Of course, customers are the most important thing to any business, so you must also thoroughly explain how your strategy will equate to high customer satisfaction.
It’s crucial to ensure that your claims are well-backed with concrete evidence and remember what elements of your idea will help you to accomplish your goals. No detail is too minor to include here; meeting rooms in London can make for the ultimate venue for your presentation.
You should answer all of the questions asked by the clients you’re pitching to. However, prior to this, it’s your duty to pinpoint any weaknesses of your idea and convince the clients that these aren’t really weaknesses at all. It is important to maintain honesty surrounding your idea; however, by pre-preparing answers, you can give the illusion that you have all of the groundwork covered and you’re sure of your concept or product.
The “why” questions asked by clients may be tough to answer, so be prepared for a hard time. Ensure that any answers remain non-emotional and are all justifiable. This type of answer will help to educate your client and leave it difficult for them to counter.
Marcus Sheridan delivers hundreds of marketing workshops each year and believes that everyone wants to feel like they’re responsible for discovering America; sorry, Christopher Columbus. Clients will ask question after question and, eventually, this will lead them to the right answer.
People always want to make their own decisions. However, if you employ the above strategy, you can help to guide their thought process and lead them to the understanding that your idea is the be-all and end-all. Clients will want to come up with reasons as to why your idea won’t work, so be sure to embrace the challenge, be confident in your idea and have any possible questions in mind, complete with answers.