The Essentials for the Big Pitch to enterprise companies
Take on new business—even large ones—in spite of the economic downturn. Here are some things to keep in mind as you get ready for the pitch.
It is becoming more and more important to secure new business given the current state of the economy and the potential for a recession.
Keeping these things in mind as you walk into the boardroom can be what sets you apart from other potential suppliers.
Here are some things to keep in mind while presenting to large corporations.
- Recognize the opportunity
I have already offered advice on navigating the RFP procedure.
Now that you’ve been selected to present in the hopes of winning new business, you’ve moved past that stage.
You have tight instructions for your request as well as anticipated results from the RFP process.
Don’t, however, treat the assignment as though it were unimportant. My point is that even though you may not be good at this, finishing the assignment will probably present prospects for your company.
For instance, developing a website might not be your greatest achievement, but if it turns out well, it might lead to continued marketing and advertising work. When it comes to your readiness to work, be willing to venture outside of your comfort zone.
This partnership might have greater lifetime value potential, and it might afford you the opportunity to case study an offering in which you are not currently very experienced but may be in the future.
- What Qualities Mark Success?
Yes, you have been informed up to this point about what the potential client is searching for.
As experts in digital marketing, it is our responsibility to listen, not to solve problems exactly, but to identify potential KPIs that could lead to success.
It is often the case that the success indicator is offline, but your role is to act as the digital link to help identify that success.
Pay attention to the destination. When the customer tells you what bothers them at night, pay attention to what they say they would like to have done.
Even while you might not be able to grant their wish outright, you can use your experience to help you see the kind of content strategy, advertising platform, and other approaches that can ultimately help them succeed.
- Act Like a Negro.
You have one hour to convince the prospective client team that you are the best option.
Nobody likes to feel as though they are host to an unfamiliar person.
This is your chance to demonstrate that you are more of an extension of their company than an unproven partnership.
Use this opportunity to demonstrate how you have previously merged smoothly into other company workflows. Talk about your adaptability while collaborating with teams from various industries, sizes of businesses, and workflow requirements.
- You May Be Wise, But So Are All Others
Leave your ego at the door; ego does not equate to confidence.
You must take into account that as AI develops, there will be level playing fields for resources, research, and task completion.
Being intelligent must be demonstrated by what you can offer that others cannot. What is it that a robot cannot accomplish that you do?
Now is the moment to discuss team and corporate structures. Talk about your internal procedures, devoted account personnel, and the reasons your clients will be eager to attend your upcoming meeting.
- Benefit From The Executive’s Hearing
Don’t get ahead of yourself; you have the chance to meet with top corporate management, but you haven’t been awarded the business just yet.
Keep in mind that you must comprehend their requirements, goals, and success indicators.
Going forward, it is probable that you will work in a middle-management capacity on a daily basis, with little access to chief decision-makers. Be the person they would most like to speak with again.
- Keep The Secret Sauce to Yourself
In your endeavor to market who you are and what you can do, this can be really difficult. In an effort to demonstrate my proficiency with digital technology, I have personally caught myself giving away too much about how to respond to the inquiry.
Remember that if you divulge too much information, frugal prospects could think they can just implement your idea internally.
The client may not be motivated to provide the funds for campaign discovery, research, etc. if you already have the answer.
Acknowledge the need, but also admit that you don’t now know how to solve it.
You are able to explain how your process and knowledge will pave the way, though, and you are aware of the next stages.
- Be Yourself:
The most successful pitches are those in which you delve deeply into insightful discussions and insightful questions, to the point that you don’t even get to show your deck.
The potential client is interested in using your skills, but they are also curious about what it will be like to collaborate with you.
Demonstrate your capacity for teamwork, ask questions, and come up with quick ideas. Especially in the realm of digital marketing, your audience will not be impressed by you just bragging about your software toolkits.
What will wow them is demonstrating your innovative use of these tools to produce fruitful outcomes.
Being the vendor candidate that stands out will be made easier if you can demonstrate how your individuality and originality come through in your work.
- The Case Study Is You
Pointing to a screen, anyone can boast about a success statistic that increased by X, which may or may not be fabricated. A case study must to do more than just demonstrate your ability to do a task successfully.
Give the narrative some feeling. Be genuine; don’t just highlight your achievements.
Discuss the issues that arose. Discuss the difficulties and the moments you didn’t believe it would succeed. Then, describe how your group overcame these obstacles and found methods to go on.
9.Bring along your “Columbo”
As I just indicated, you don’t have to reveal the magic formula, but don’t be scared to research and identify a very simple solution that can make a big difference in the prospect’s website or advertising campaigns right away.
For this reason, having access to ad platforms, content management systems (CMS), or analytics can greatly enhance your study.
I was previously taught this tactic by a wise friend, and it’s a good approach to move beyond hoping to be remembered to becoming the client’s go-to source for solutions.
- Have Fun
Trying to put your best foot forward throughout the pitch process may be a stressful and frantic experience.
Even while your focus may be on the potential customer and sealing the business, this is a fantastic moment to take in the scenery and assess your team.
It’s an opportunity for you to demonstrate your skill and expertise in your field as well as to see excellent teamwork in action.
Conclusion
Even if we may face difficult times ahead, it is our responsibility to support one another and form strong alliances.
Even while you might think you have these presenting techniques and communication styles down right, it never hurts to consider how often it’s the little things that make the biggest differences.
These pointers are designed to make it clear to you that, in this era of robotic advancement, your humanity is what will land you that new contract