When you get to the part of your meeting where you’ll explain how your product or service meets their needs, be sure to use McCarthy’s 4Mat model of learning.
Explain why your approach is best for them, what your solution looks like, how you will implement the solution and how it works and finish with a chance for them to question you.
Never flinch when discussing your costs and don’t call them costs. Use a word like ‘investment’ which softens the sales process for everyone.
We like people who are like ourselves – sadly, it’s true! The best way to build rapport or ‘sameness’ with your client is to ask questions that help you get to know your client and show how interested you are.
Don’t ever fake your personality; just bring out that part of you that matches with a part of them to create easier relationships.
Always, always, always ask for the sale. It’s true that most people recoil from the hard sell and in turn that can make us feel uncomfortable about asking for the business.
Remember your client is not a mind reader and just because you are there pitching doesn’t necessarily mean you really want the business.
Be explicit about what you want without pushing too hard and make sure your client knows that you are excited about the possibility to work with them.
For example, “I’d love to work with you, please give me your business.”
In a nutshell it’s all about planning and preparation so that once you’re in your meeting you don’t have to think too hard and you can just be yourself.
Happy pitching!
Michelle Bowden is a presentation expert and one of only 35 female Certified Speaking Professionals.
Michelle is the author of ‘How to Present: the ultimate guide to presenting your ideas and influencing people using techniques that actually work’. For further tips and techniques, go to www.michellebowden.com.au
Andrew Sadauskas is a former journalist at SmartCompany and a former editor of TechCompany.
