The Delicate Balance Between Educating and Selling to a Prospective Client
Having an established agency with accomplished staff will get you far. But if they get in too much of a rhythm, they may lose focus and lose sight of the goal. A successful team has to use the time it has wisely to build chemistry and develop the relationship so that they can sell and have the audience participate in what they're offering.
As Michael says, some of the reasons people lose pitches include lack of chemistry, lack of trustworthiness, or too much storytelling as opposed to providing solutions to a client's particular problem.
Michael Quinn is the Founder of Minor Nobles, which helps B2B pitch teams and leaders change their behavior to win more business. He's also the faculty instructor for pitching with the Association of National Advertisers, the ANA, which is headquartered in NYC.
Jeremy Weisz flips the script today and he'll be interviewing Michael Quinn about winning pitches, educating prospective clients before selling to them, and building chemistry.
Highlights:
[02:02] The case of a creative services company
[06:27] How to balance between educating a prospective client and selling
[08:48] Should you allocate time for questions at the end?
[09:55] Shark Tank's winning pitches
Resources Mentioned in this episode
Connect with Michael Quinn
Thanks to our Sponsor
This episode is brought to you by Minor Nobles, a research and skills development company for people who do B2B corporate pitching. Whether you're pitching for the first time or you've been doing it for a long time, Minor Nobles gives you the skills and insights your team needs to avoid the traps that cause people to lose pitches to corporate audiences.