Winning Business - pitching to clients

Many companies and individuals stand or fall on their ability to win business in pitches.
It's a high pressure situation: you've done all the hard work when you prepared the tender document, so it's got to be a foregone conclusion when you actually get in front of the client...surely.
But if you're thinking that, then you can be sure the other 3 or 4 companies in the running will be thinking just the same thoughts, and they probably need the business just as much as you do.
So how do you get an edge?
You've already set the price when you submitted the tender. Same with the operational aspects: deadlines and so forth. So what's left?
YOU!
You've probably heard that people buy from people they like, so if you and the others who are pitching are pretty much on a par in terms of price etc. then the differentiating factor is you. Your attitude; your confidence; the clarity of your communication; your preparation...even your voice. All those tiny and seemingly insignificant aspects of your character that shine out in your non-verbal signals too. They are all going to come together as deal makers or deal breakers.
So...what are you going to do about it?
Of course, we'd love you to talk to us here at Profile Training where we specialise in getting you in the best possible shape for pitches, presentations, interviews, auditions...whatever your particular need might be, but we know that that may not be possible right now, so here's a thought:
Start pitching a day early!
Have everything in place in your mind and in your notes at least 24 hours in advance of your appointment, and start talking to yourself, or anyone else you can get to listen. Ask yourself - or have others ask you - tough questions about the pitch. Have them put you on the spot. Make yourself work for the work. By the time you get in front of the client you're going to have a lot more confidence in yourself and in the pitch you're delivering!

Move your Audience

When you make a presentation - whether it's formal or informal, spontaneous or carefully planned and prepared - you need to jump in the swimming pool!

When you jump in, the big splash is ALWAYS the first thing that happens.

What I mean is that you need to make your splash up front - right at the beginning - don't hold back, just jump in and make everyone from the front row to the back wake up and pay attention.

Starting your presentation with a few mumbled housekeeping notices and throat-clearing won't hack it. You need to be big, bold and maybe a bit brave!

It's my practice to keep a note of ideas for openers that come to me at odd times. Some of them may never see the light of day, but others can become the springboard for a speech, a presentation or a seminar.

I'd suggest that you do the same, and you'll soon find yourself swimming with the big kids!