This is a post to do with Innovation of Your Pitch Process..
It’s in the Sales and Marketing realm of your business… and when you get it right, you hit the goldstream…
THE STORY SO FAR..
I just got an sms yesterday from client and friend Mark Antonio at DMD Shelving Direct..
It was news we had been waiting on for the past few days…
It was good news… NO.. make that GREAT news..
Mark and the team had just won the biggest contract of their lives… fitting out one of, if not THE, BIGGEST warehouse in Western Australia.
Victory… it’s a wonderful feeling..
They had been up against some of the biggest companies in their industry…YET, they WON..
‘How did they do it?’ you ask…
THE PERFECT EXECUTION OF THE PITCH
Mark and his team got me in on a special meeting a couple of weeks ago now…
He said… ‘Leigh, here is the pitch we have put together so far.. What do you think? How can we take it to the next level?’
I did a review of the Pitch/ proposal document…
It was OK.. but it didn’t follow the ‘Pitch Persuasion Science’ as well as it should have.
Now let me be clear here, Mark and the team were already advanced in their understanding of Pitching, Persuasion, Presenting and Winning Big Business. They have been clients of mine for the past 4 or 5 years…
As often happens, in 99% if the pitches and proposals I see, there is too much about ‘I’ and not enough about ‘what’s in it for the prospect…’
THE BIG MISTAKE
The big mistake we see over and over again (including sometimes even in our own pitches), is we get too close to our own businesses, we fall in love with ‘us’ instead of ‘them’.
FOUR BASIC PITCH RULES
1. Make it 20% about YOU and 80% about THEM..
2. Start with the prospect problem and buying criteria, not with 3 pages about YOU..
3. Make sure the pitch leads to a close, a call to action…. not a ‘we look forward to hearing from you…’
4. The written document should follow the 4 Step Sales process so when you present it ‘live’ the document works FOR YOU, not AGAINST YOU..
Maybe this should be the acronym for PITCH
P – Plan
I – In it For YOU
T – Timeline for your Success
C – Commitment to Move Forward
H – How we can Help you get there way better than anyone else or any other option
WANT HELP WITH YOUR NEXT PITCH?
By the way, these are not the only rules, but even if you get these 4 and the P.I.T.C.H part right, you will be 100% better than most pitches out in the marketplace.
If you want help with your next pitch simply hit reply and write ‘Pitch Help’ in the subject line..
or go to www.leighfarnell.com and hit the ‘booking enquiry’ button on the right hand side of the page..
WE HAVE A WINNER
The winner of the ‘Feedback on the Web Site’ Competition was Jane Watson of HeadacheEducation.com in South Australia.
Jane gave me some very powerful and timely feedback I have acted on… but I want to thank all those people who sent me feedback.
Jane has the choice of any of the products on the www.leighfarnell.com/products page.
In the meantime, I am down in Albany with Cath and James doing a little surfing this weekend…
Had a ‘down South adventure’ this morning getting the new Lexus bogged in the middle of Cape West Howe National Park.
Thank goodness 2 fishermen in a 4 wheel drive with a shovel saved the day for me..
Not only did I experience great gratitude for their help, will put that down to a ‘learning experience..’ James and Cath thought it was great fun….
I wasn’t quite as humoured..
All good now… back at the ranch..warm and dry.
Back in Perth at the desk on Monday.
See you next week..
Onwards and Upwards..
PS: remember, if you want help with your next Pitch… hit reply and write ‘pitch help’ in the subject line.