As the saying goes, “You win some, you lose some,” but what about the companies that seem to win all the time? In your sales process, winning pitches is undoubtedly the goal, but knowing how to approach pitches proactively will make all the difference.
My guest today is Robby Berthume, CEO of Bull & Beard, an agency collective. As an agency “matchmaker,” Robby’s role is primarily in the sale itself; joining in on conversations and pitches between agency and client. Robby brings his experience of participating in pitches, and how to help you create winning pitches every time.
In this episode, we’ll be discussing:
- Proposal preparation
- Projecting confidence in your pitch
- How to add value to your sale
When submitting your proposal, you have options on how you can approach it. You can use a template, but from a brand point of view, it has to be visually appealing and engaging. Remember, this is the document that helps you seal the deal. In addition, you should walk the prospect through the proposal. Schedule a time to walk through it, get the direct feedback you need, make the sale, and build a relationship.
It’s paramount that you exude confidence throughout your pitch. Who wants to work with someone who isn’t confident in their abilities, what they can provide, and how they’re going to solve a certain problem? Focus on being intentional when you’re doing your sales call or your sales process. You’re trying to help them reach a solution, after all.
There are so many aspects to the sales process that matter, and adding value to it helps the client see you’re worth the investment. All components of the sale are important and give an impression, so when you’re presenting your pitch, do it well with quality. Make sure you’re standing out from the crowd. The small details make a huge impact in the sale.
Mentioned in this episode:
Beautiful Outlaw by John Eldregde
Dust by Hugh Howey