Creating the perfect sales pitch is an art. Many times, independent consultants are expected to turn into marketers and salesmen. Developing the skills needed to effectively market and sell isn’t easy. If you’re a consultancy business owner with no formal background in management, you have to figure out a formula that works for yourself. However, the path to becoming a smooth-talking, compelling consultant may not be as long or arduous as you think. With the right ideas, you can quickly launch into the perfect conquest mode to propel your independent consultancy business into a success. That’s why we have put together a set of guidelines that you can use to make this process easier for yourself.
Mistakes to avoid when making a consultant pitch
Before figuring out how to sell yourself to potential clients, it’s imperative to learn what never to say. Here are a few things to avoid when conversing with a potential client.
- Talking about yourself way too much – This rule holds true for all types of relationships across spectrums. How many first dates have you heard were disastrous because the conversation was one-sided? This doesn’t mean that you shouldn’t try to establish your credibility, which is necessary.
- Not crafting a clear-cut value proposition – In consultancy, establishing your value is incredibly important. When speaking to a client, you should be able to anticipate their challenges and offer solutions within your expertise and abilities.
- Claiming that you’re unique when you’re not – While you should focus on why you’re different, refrain from making any claims that may not be true. There are several consultancies out there, and your client may drop you if you come across as fake.
Irrespective of what you do or offer, there may arise situations when you may be held financially and legally liable. That’s why it’s important for you to consider consultant insurance.
Sales pitch vs. dialogues – When to use what
If you’re a consultant trying to establish yourself, you may find yourself in a dilemma about whether to rely on a pitch or use an interactive dialogue instead. Here’s a short note that can help you make the right choice based on your situation.
A sales pitch is a one-sided blast of information created to target a typically large audience. If you’re invited into a boardroom to convince a group of executives, a sales pitch is probably the better option. If you’re having lunch with one or two representatives from the office of a potential client, you may want to try using an interactive dialogue instead. This can help build rapport with the client and gain his or her trust in your services. Dialogues also offer room for you to understand a client’s specific problems so you can sell your services better.
How to create the perfect client pitch
Irrespective of whether you’re presenting to a boardroom or at lunch, one aspect of the conversation remains constant – your client’s challenges. The more effort you put into identifying your client’s pain and addressing it, the more likely your client is to remember your pitch amongst several others. That said, here are a few pointers that you can use to create the perfect client pitch.
- Identify your client’s problems by asking questions or gauging their reactions.
- Demonstrate how these problems are affecting your client in terms of numbers like revenue.
- Conceptualize and communicate a summary of the ideal solution. Ensure that you provide enough details so the solution doesn’t seem generic and supersedes what other consultants may offer.
- Focus on the unique benefits a client can enjoy by choosing to work with you. Ensure that your unique value proposition is clearly demonstrated here.
- Create a resource of case studies that prove your effectiveness. The fastest way to impress a new client is by showcasing the success of your old clients. This phenomenon is referred to as social proof in marketing and sales terms.
- Develop your Emotional Quotient, so you can understand the feelings of your audience better and cater to them.
- Share insight-driven content that opens your client’s eyes about the wrong way they are currently approaching certain problems. The more your content wows your audience, the more effective it is likely to be.
- Consider feedback when delivering a client pitch. Doing this will make your pitch more two-sided and make your audience feel like they are being heard.
Wooing new clients in consultancy can be challenging. As an independent consultant, particularly, you may have to develop marketing and sales skills to win over clients and impress them. This post discusses various elements of a sales pitch and how you can successfully make an impression on clients.