With the economic downturn and the possibility of a recession looming, securing new business has become increasingly essential. Here’s what you need to remember when pitching enterprise companies.
1. Know The Opportunity
When entering the boardroom, it’s important to remember that the ask may not be your strong suit, but completing the task can open up opportunities for your organization. Be open to stepping outside of your comfort zone and consider the potential lifetime value of the relationship.
2. What Does Success Look Like?
As digital marketing experts, it’s crucial to listen to the end goal of your prospective clients. Define the key performance indicators (KPIs) that can lead to success and leverage your expertise to develop strategies and tactics that will help them achieve their goals.
3. Don’t Be A Stranger
Show that you are not just a stranger but an extension of their organization. Showcase your agility in working with different industries, company sizes, and workflow demands. Prove that you have seamlessly blended into other company workflows in the past.
4. You Are Smart, But So Is Everyone Else
Drop your ego and focus on what you provide that others cannot. Highlight your company and team structures, dedicated account staff, internal processes, and why the client will be excited to work with you in the future.
5. Take Advantage Of The Executive’s Ears
Understand the wants, needs, and success metrics of senior company management. Be the person they want to talk to again even after the meeting ends.
6. Don’t Give Away The Secret Sauce
Avoid revealing too much about what can be done to answer the client’s ask. Instead, be honest about not having the complete solution yet but convey how your process and expertise will find the way forward.
7. Be You
Show your ability to collaborate, generate ideas, ask questions, and use tools creatively. Demonstrate how your personality and creativity shine through your work.
8. You Are The Case Study
Share a case study that goes beyond just highlighting success metrics. Talk about challenges, solutions, and perseverance. Add emotion and authenticity to the story.
9. Pack Your “Columbo”
Do your homework and find quick fixes that can immediately create change for the prospect. Access analytics, content management systems, or ad platforms to supercharge your research and position yourself as a necessary solution provider.
10. Enjoy Yourself
While the pitch process can be hectic and nerve-racking, it’s important to enjoy the journey and evaluate your team. Show your talent, knowledge, and great teamwork in action.
Though trying times may be ahead, it’s our job to help others and find great partnerships. These tips will help you understand that in a time of robotic evolution, being human is what will help you secure new contracts.
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