Well it’s here….2014! There are some things you must be beginning to consider. We start to think of resolutions for ourselves, and our businesses wanting the New Year to be bigger, better and more productive. We wanted to inspire you with some information about pitching your services to new clients. Whether you are starting a new business or looking to expand, this year it’s time to start finding new clients!
If your business is to achieve its potential in a competitive marketplace, you must first find possible clients or customers and then pitch your services to the most likely prospects. Your success in doing so will depend on how well you can identify prospective clients and how well you can present your services to them. To expand your client base, consider the following advice…
1. Build up a prospect file.
Compiling a prime prospect file is an essential task for any organisation intending to sell products or services. Such a list can be generated as follows:
Canvass the possibilities. Research and creativity are the keys to locating potential customers and clients. Through a variety of sources – such as directories, Yellow Pages, trade associations, publications, end-user lists, chambers of commerce, seminars and conferences, networking – identify the names of prospects, their location, size, and type of business.
Select the prime prospects. From this list isolate those with the best potential by applying such criteria as:
- being able to afford and pay for your product or services
- being sure that your contact person has the authority to buy or make the appropriate decisions
- being convinced that the prospect has need of your product or services.
Target the hot prospects. These are the ones who have a need to buy – now. Arrange a meeting with these people immediately to pitch your services…
2. Thank the prospect for meeting with you.
Thank your prospect for providing you with an opportunity to present your company’s credentials. For people in business, time is valuable, so make sure they know you appreciate them giving you some of theirs.
3. Outline the agenda for the presentation.
Most people feel comfortable and safe when they know what to expect and, by providing your prospect with an outline of your intentions in the form of an agenda, you will put them at ease for what is to follow.
4. Outline what they can expect from the proposal.
Disclose briefly to your prospect what you believe they will get out of your presentation. Your statement should reflect something along the following lines: ‘By the time I conclude this presentation, you will have a clear picture of why our organisation’s services provide a perfect match to your needs.’ In this way, you will have indicated to your prospect how you would be wanting them to respond, that is – yes, I see the match and agree that we could do business with you.
5. Confirm you are still on target.
At this point, check to see that you are on target in terms of addressing your potential client’s needs. Clarify if necessary. If your focus is astray, the presentation could be a waste of everyone’s time. If all is in order, this might now be a good time to introduce the strengths of any of your team who may be present, emphasising their experience and talents without appearing boastful.
6. Discuss the results that can be expected.
Outline your vision of anticipated results. Explain how long work on any project for this organisation may take and what the outcome will be on completion.
7. Show confidence in your services.
Present a confident front without being outlandishly so. Tell your prospective client you’re going to be effective, but more importantly show them exactly how you plan going about it. Checklists, graphs, plans, products, testimonials – all will help in making your prospect feel confident about your organisation.
8. Discuss the deal.
Take your prospect through any written agreement which may be necessary. Don’t be reluctant to discuss money, because being able to focus on sensitive issues confidently will reflect well on your experience in dealing with and serving clients.
9. Build in follow-up action.
Your presentation may well be only your first step in ultimately closing a deal. Keep the process moving by suggesting a next step, such as having the client visit your premises. Be proactive in marking out the next step and a timeline, anything that will bring you closer to capturing a new client.
10. Never give up.
If you are unsuccessful with your initial pitch, don’t give up. When a prospect says ‘no’, they probably mean ‘not now’. The needs of business today are ever-changing. ‘No’ today might be ‘yes’ tomorrow. For this reason, continue to make contact with the prospect through mailings, phone calls, invitations, and so on.
At Global Training Institute we offer a variety of qualifications at different levels to suit your needs. Some of these include the Certificate IV in Governance, Certificate IV in Project Management Practice, Diploma of Business (Governance), Certificate IV in Civil Construction Supervision, Diploma of Civil Construction Management, Advanced Diploma of Civil Construction, Diploma of Project Management and more! If you are interested in finding out more about studying online with an accredited training organisation, please contact us and chat to our friendly staff. Call us on 1800 998 500!