Want to win more pitches? Be present while you present
Marketing trainer John Scarrott takes a look at the importance of connecting with an audience during a pitch, and why sharpening your presenting skills might be the solution you’ve been looking for.
When it comes to winning a pitch, what separates the winner from the shortlist? The ability to really connect with the audience.
For an agency, this means connecting with an audience on both your idea and with your team. Despite the all-round importance of this, many agencies fail to spend enough time focussing on how they will communicate with their clients in a pitch. And they go on to lose pitches as a result.
To win a pitch, it’s not enough to have the best ideas. Agencies also need to be the best at communicating in person.
Whilst I agree 100% with John, surely this is just common sense and should be known by ALL sales-type people
Yes, 100% correct. However some lazy clients – who are possibly slow readers – insist upon agencies sending them a PDF of their presentation *before* the opportunity to pitch.
Government tenders are notorious for this display of laziness.
But I’m being too kind.
The real reason is they want enough time to pick holes in the presentations of those tenderers they don’t want – who were simply there to make up the numbers – to ensure that the one already pre-determined to win, wins. The “send us a PDF in advance” message reveals that the tendering process has been corrupted, and that those managing it are ethically compromised. Best avoided.
Perhaps the reason for this is because the presenter has been one of many working all night for the presentation. The real answer to this is not working to the last minute and sleep.