31 Aug It’s Not What You Pitch, It’s How #2 – Pitch Last
THE PITCH IS UNAVOIDABLE, SO YOU MIGHT AS WELL PERFECT YOURS
As we take a hard look at the reason the majority of firms don’t win pitches, we discover an unpopular truth: usually the problem isn’t what you’re pitching, it’s how you’re pitching.
In this series of articles on the HOW of pitching, we are taking your game to the next level as we examine the Eight Hows of Pitching™. In total, there are eight unorthodox strategies that apply to both your pitch process and your pitch presentation.
Last week we focused on HOW #1, “Pitch In Person: Because passion and trust are more important than ideas.”
This week’s HOW #2 is probably the simplest to put into practice immediately.
How #2. Pitch Last
Bend the client’s rules so in the order of the firms presenting, your pitch is the last one. Rules are meant to be broken, after all.
Revisit last week’s post and read Will Travis’ story carefully: did you infer an important detail about Attik’s pitch to the NFL? He must have pitched last.
If you are clever, you can get the client to reveal when your competitors are pitching, then manipulate the client to schedule your presentation after theirs… every time.
Pitch last: because by the time your pitch presentation is done, your competitors – and their creative – will be a distant memory.
THE EIGHT HOWS OF PITCHING™
As a reminder, here are the eight strategies we are covering in this series:
See you next week when we dive into HOW #3 – Control the Pitch.