Tips on Pitching for New Business
Whether it’s by phone, in person or on email or paper a pitch for new business needs to communicate the following
- Understanding of the customer’s needs – what does the customer actually need from you, your product or service.
- What the customer wants and doesn’t want – sometimes it’s more important to understand what the customer doesn’t want so that you can deliver what they do want.
- How you or your product can help the customer – how can you relieve the customer’s pain or provide for their need?
- Your credibility – what have you done previously, your expertise, results achieved etc.
- What are the benefits for the customer in doing business with you – e.g. no stress, save money, save time, get a good outcome etc.
- What is the price and payment methods
- Referees or testimonials
- Give options if you feel that the customer is unsure of what they want
- Be focussed on what the customer wants rather than what you want to provide
- Show how what you are offering attends to their needs e.g. this hair shampoo will allow your colour to last longer
- Take the time to fully understand the customer’s needs
- Ask when they need to receive the proposal or ask them if it is ok to take a couple of days to prepare the proposal?