How to pitch your services to a new client
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.
