Starting a pitch to a potential client with a bunch of excuses sets the entire meeting off on the wrong foot. I don’t care if you’re late, or if you haven’t had much time to prepare, or you’re new to the job. (Remember tip #6?) Get to the point. Dive right into your pitch and apologize later. If you do need to apologize, remove any and all blame from your apology. For example, apologize for being late, but don’t blame the traffic. Take responsibility for anything worth apologizing for. You’ll gain the respect of your prospect and your pitch will be all the better because of it.
To learn more ways to rethink how you sell media, check out Reboot: Radically Transforming Media Sales on November 16th in New York City. In an immersive sales workshop Chief Media Alchemist Andrew Davis will challenge media salespeople to flip the script of their sales pitch. Use this special discount code REBOOT2015 to take $100 off registration or the group discount code REBOOT2015CO for $125 off registration.
Check out more Reboot Sales Tips:
Reboot Sales Tip #1: Stop creating presentations. Start crafting a pitch. (There’s a big difference.)
Reboot Sales Tip #2: Cut 70% of your presentation.
Reboot Sales Tip #3: Build anticipation for your pitch meeting
Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.
Reboot Sales Tip #5: Consume your prospects content. All of it. Before you pitch anything.
Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.
Reboot Sales Tip #7: Make assumptions. Assume you know exactly what your client is trying to do — and sell more.