Over the past 25 years, the best new business pitches in which I have been involved, have all ‘nailed’ it by having these elements – novelty, emotion and by being highly memorable COUPLED with intense existing Chemistry with the client or brand team.
Whether I have been in San Francisco, Taipei, Hong Kong, New York or Sydney, Australia, the teams and agencies that were awarded the account was because they all inspired, motivated, had immense energy and pitched with evangelical zeal.
Their team and presenters all knew ‘Passion’ persuades and their teams were filled by their best presenters who knew how to ignite the Passion!
I also believe that strategically aligning high-performing teams gets results. These teams not only deliver a truly engaging customer experience they also get massive results. They know how to thoroughly plan – and implement – the four key stages of a well-crafted presentation e.g. Assessment, Strategy, Structure and Delivery.
Having worked with many clients and brands around the world, I learned how to cut across all facets of sales, consulting, and solution delivery. My teams have helped clients achieve measurable results through the delivery of flawless leadership execution, competitive sales transformation, and numerous disruptive culture change initiatives. I love turning their visions into business results.
‘Rules are what the artist breaks; the memorable never emerged from a formula’ ~ Bill Bernbach
Additionally, having pitched thousands of clients and brands over two decades, here are some of truths I have learned and witnessed:
- Prospects often feel as if they’re lost in the woods.
- Prospects are motivated by far more than the need to sell more product.
- Prospects hope you know – or will know – something they don’t.
- In any new business pitch, you must have an angle and must put ‘the stake in the ground’
- As I have often stated, Prospects choose to work with people they like. NEVER PRESENT TO STRANGERS AND…NEVER PITCH WITH STRANGERS
- Importantly, Prospects have made up their minds before the pitch presentation
I strongly believe that if you follow these guidelines, you will be better able sell your ideas, your solutions and yourself.
HERE ARE MY SOME OF MY TIPS FOR YOUR NEXT PITCH OR PRESENTATION:
- Always analyze your audience.
- Understand the strengths and weaknesses of EACH decision maker in the room.
- Define the purpose and set the objectives for the presentation.
- Select the right type and amount of supporting materials that will best persuade, clarify and convince the decision-makers.
- Generate energy and set intention before the meeting. Always bring the joy!
- Gather all support material.
- Deliver your support material in optimum sequence for greatest impact.
- Practice your presentation prior to the ‘live’ event.
- Eliminate any unnecessary elements.
- Always have smooth and well-planned transitions.
- Strategically present persuasive content, i.e. case studies, demonstrations, testimonials, statistics, irrefutable facts, etc.
- Prepare notes which you intend on using.
- Always arrange the presentation room to your exact requirements if possible.
- Always do a ‘dress rehearsal’ and plot your ‘finishing touches’.
- Present to other senior staff members or colleagues and have them play the role of ‘decision-maker’. Be prepared.
- Keep your sense of humor.
- Eye contact is CRITICAL.
- Consider taking a coffee break in an adjoining room. Importantly, during the break, stop ‘pitching’ and talk about the other things which you BOTH enjoy and have in common. (Build trust and chemistry!)
- Suggest a second meeting at a later date to allow both parties to review the new data and reflect on it in the interim.
- Do not espouse unrelated issues during the presentation. Set and know your agenda and stick to it.
- Bring you’re A game and make it imperative to deliver on the day.
- Have a clear summary with all the key points.
- Always have a DYNAMIC ENDING!
Always know what you want your new business presentation to accomplish. Always ensure when you are setting objectives for the meeting that are practical, sensible and attainable.
Always PRACTICE and PRACTICE more – training will enable you to sell your ideas better, gain more respect from your team members, feel more confident and even have more fun!
Remember, to keep your objectives and your decision-makers in mind because this will serve to keep your presentation lean, purposeful and impactful. Importantly, presentations must always be about THEM, not US!
Geoff is passionate about the art of influence, new business and presentation. His techniques can help you communicate and lead more effectively. As a global marketer, coach and workshop leader, Geoff makes mastering these advanced skills an enjoyable and achievable process. His sound business acumen and results driven approach have made him a trusted business advisor to many of the world’s leading organizations and their senior executives.
Geoff works with business leaders to ignite their courage and confidence so they can step up and step out in the way they engage people and communicate their leadership style. He is in high demand with CEO’s, CMO’s, directors, corporate executives and senior managers for his expert counsel and guidance in creating strategies for face-to-face communications and integrated global campaigns that are engaging and delivered with confidence and passion to key stakeholders.