Pitching is a skill all entrepreneurs need to success. In fact, even job seekers can benefit from understanding pitching (a resume is a form of a pitch). The challenge is knowing how to pitch. What do you include? What skills should you highlight? We reached out to experts, and asked them to share their pitching tips. These ideas have helped them to land solid clients, and stable income, all from home! Good luck!
Focus not on your capabilities but on how those capabilities meet their needs: solve a problem they have or help them achieve a goal.
Include 3rd-party credibility and social proof. My pitches note the awards I’ve won, testimonials from Seth Godin, Chicken Soup’s Jack
Canfield, and many others, that I’m an international speaker, etc.
Two things I will include in a pitch to a potential client:
Before pitching a client, look at what sort of media attention they have had in the last month. This can be done by simply entering the name of their company into Google, and using the settings tab to only show results from the last month. This will give them the impression you’ve been spending a significant amount of time getting to know their business, which in turn makes them more likely to want to do business with you.
Secondly, the most important thing is to actually make sure that your proposition adds value to them. Make sure to listen to their pain points, and figure out, on the basis of that, how you believe you will be able to help and why. Always make it about the customer, and not yourself.
- Always listen to a client’s needs – when a client finds that you understand their story and goals, they are more likely to trust your recommendations.
- Prove the value of your recommendations – do your research and point out inspiring companies that have taken similar approaches to help bolster your views?.
- Be yourself and engage with the client – find ways to wow the client prior to the meeting with cleverly designed handouts and presentation material..
Always create your pitch from the perspective of the client, which may be unique from person to person. So do your homework in advance, or ask them questions about their business or needs before you give any pitch or presentation.
Include an example or success story from a client you currently work with who is similar to them. It’s a form of social proof, where you’re telling them that you’ve already helped someone just like them.
Unless they’ve said they needed your product or service, or asked you for a proposal, make your Call to Action something they can say yes to. In other words, don’t give them your complete sales pitch on the first meeting – if they’re not interested or it’s not a fit for them, they’ll have to tell you no.
Tandee A. Salter
When pitching a potential client your job is to persuade them to hire you. In order to do so there are some essential elements that must be included in your pitch.
- What can you do. In your pitch you must tell potential clients what it is that you can do for them. Do not just tell them you can do the job
advertised or you have reviewed their website and you can help them. Tell them exactly what is is you can do and how it will benefit them.
- Why should they hire you. When writing your pitch be sure to tell potential clients why they should hire you. Failure to do so will most
likely cause you to not get hired for the job especially if you are sending a cold pitch.
- How to contact you. Be sure to include all the ways they may contact you to follow up on your pitch. No one can become a client if they do not know how to reach you.
Note from Leslie:
I don’t work with clients, but I still frequently pitch. I pitch PR opportunities, articles, and sometimes for freelance work. Even if you’re looking for a work-at-home job, understanding pitching can make a difference between being noticed by an employer or not. These experts have excellent tips to help you with that. My suggestions mirror many of theirs including:
- Get to know the client or employer and what he needs.
- Focus on how your skills benefit the client or employer. People don’t care about how great you are. They care about how your greatness can make their lives better or easier.
- Make it easy to connect. Clients and employers don’t have time to hunt you down.
Leslie Truex is an ideaphoric writer, speaker, entrepreneur, social worker and mom trying to do it all from the comfort of her home. Since 1998, she's been helping others create careers they love by providing work-at-home information and resources through Work-At-Home Success.
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