The 5 Biggest Mistakes Agencies Make When Pitching

DSC_6204smallerThere are five really obvious mistakes that I see made by agencies across the UK every single week.

Rather than only reveal them to you once you’ve engaged with me, I’d much rather do something really kind and share them with you now, so that you can use them to increase the revenue you generate from your presentations and pitches in the coming months.

When you find yourself receiving even more work from your clients by using these tips, then please do call me. I’d love to talk about helping you to increase the success of your presentations even further by delivering training in house for your team,.

Here are The 5 Biggest Mistakes Agencies Make When Pitching:

1. The uninspiring opening

Agencies get chosen by clients for their original thinking and solutions. “Hi my name is Alan and I’m here today to talk to you about…” is not creative or original. Grab the attention of your audience with an intriguing and bold opening line and make them want to listen. “Today is the day you discover the key to doubling your market share in just 12 months…”

2. Too much talk about me, me, me

Successful agencies are all about great client service; focusing on the client. Why then do we spend half of a pitch telling the client about who we are and how great we are? If you want to demonstrate true client-focus right from the start, focus on how you are going to help your client, not how great you are!

3. Packing the presentation with everything about anything, ever

“Not quite sure what the client wants to hear? Chuck everything in. We can’t fail if we cover everything…” That is unless the client falls asleep. Clients choose their agencies for clear and concise communications. To sell, your presentations should be laser focused and crystal clear.

4. Forgetting to relate the solution directly to the client

If we can’t see the benefit, we won’t buy it. Your solution needs to become ‘real’ to your client through the use of stories and examples that they can relate to. If they can’t feel the pain, they won’t buy your medicine!

5. Not telling the client how to buy

Finally, the majority of agencies don’t tell their clients how to buy. As part of your presentation, it’s up to you to set the next steps for the conversation. Your client will appreciate having a clear structure and you’ll feel more comfortable and in control of the account.

How many of these mistakes are you making?

None, I hope! If you have any questions, or are looking to train you staff to avoid making these common errors and losing valuable clients, please give me a shout!

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Rich Watts is the UK Business Speaker of the Year and a past JCI National Public Speaking champion. He setup and now runs Rich Public Speaking providing presentation skills and public speaking training.

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