PITCHING TO WIN
‘Shut up and listen!’ Is this your style? Hopefully not, but probably more than you realise. One of the best ways to differentiate is to sell yourself and the relationship. Get the client talking – ask questions and listen. You should all have a decent speaking part and sit so you can support each other. When introducing yourself, say what benefits you bring. Illustrate with relevant examples. Beware of excessive detail. Most clients don’t care what you know; just how it helps them.