Pitching to a New Client

A good sales person needs to be highly skilled in all the areas of sales – or have a great team around you that are able to make up the shortfall in your skills.

Pitching to a new client is a major part of winning business. A successful sales person is often described as having to spin a number of plates, because each aspect of sales – new business development, winning new business, closing the deal - needs to be balanced at the same time.

Confidence is a big factor in sales and, even if you are sometimes faking it, you need to come across as confident in order for your client to believe in you and have confidence in your products or services. This is especially important during a sales pitch as you are literally asking your client to buy into you so that they can buy from you.

Make the Meeting

Arranging the actual sales pitch meeting can be a big task in itself. Whether you are trying to pin your client down to an actual time or get details of their specific requirements so that you can prepare your pitch, you must allow plenty of time. Remember that this is all part of the job, rather than just seeing the actual meeting as the important part.

If you force the client at this stage, or come across as too desperate, you will undermine your products and services and look too much like a low rate company. Don’t forget that clients need your products and services – it is all too easy to think that you are trying to get new clients to ‘give’ you something. If you think like that you are already on the back foot – see it as an exchange instead and you will be far more equal.

Once you have managed to confirm the meeting, send a confirmation email, with details of the time and place. Don’t think this will make it more likely for them to cancel – it is more annoying if you turn up all prepared and they had forgotten about the appointment.

Preparing for your Sales Pitch

Research is king when it comes to selling to a new client. Your pitch must reflect their actual requirements, rather than what you think they want or, worse still, what you want to sell.

Use the Internet, your personal network and every possible source available to find out every thing you can about the client and their situation. Don’t assume that they have told you everything – go a bit deeper and you will be able to address their real requirements.

Prepare your presentation in tune with your research and pick the right team to go with you. Brainstorm the pitch well before the date so that you and the team are totally on message and able to present a cohesive, focused sales pitch.

Making the Sales Pitch

When the actual day comes you need to be fresh, confident and totally prepared. Don’t have a heavy night the night before and go spraying Fabreeze on your work suit in the cab on the way to the meeting.

Confidence comes from knowing that you are doing something well and achieving to the best of your ability. By being prepared and presenting a cost effective, quality deal to your client, selling should be easy.