Many companies mistakenly believe that if they present a great product, the client will automatically say "yes." But the reality is far more complex. Pitching for business isn’t just about showcasing a brilliant idea or product—it’s about navigating the subtleties of delivery, communication, and understanding the client’s unique needs.
Often, pitches fail not because of the product’s merit, but due to issues with how the pitch is delivered. There are many unseen factors at play, such as pre-existing loyalties to competitors or mismatched expectations.
Here are some of the most common pitfalls to avoid, and strategies to ensure your pitch hits the mark.
You might think it’s all about the product’s features, but presentation matters. In a perfect world, clients would make decisions based purely on product merit. In reality, the delivery of your pitch plays a huge role in winning the client’s trust. Presenters who lack confidence, rely too heavily on slides, or fail to engage the audience can derail even the strongest product offering.
Research by Albert Mehrabian shows that words account for just 7% of the impact in communication, while body language makes up 55% and voice accounts for 38%. In short, a confident and engaging delivery is critical to making an emotional connection with your audience.
Big firms like KPMG often give their teams a week to prepare for major pitches. They understand that delivery can make or break the deal—do you?
A common mistake is assuming that the product speaks for itself. But if you don’t tailor your pitch to your client’s unique needs, they won’t feel like your solution is the perfect fit for them. A generic pitch will leave them wondering if you understand their business challenges at all.
A successful pitch doesn’t just explain the product—it highlights how it aligns with what the client values most.
Even after delivering the best pitch of your life, you can lose the room if you stumble over a tough question. Whether it’s a question you hoped wouldn’t come up, or one you never thought of, being caught off guard can make you appear unprepared and evasive.
For example, if you know your product has a common objection, address it confidently during the presentation. This builds trust and prevents tough questions from derailing your pitch.
It’s not enough to have a great product or service—you need to be able to sell it effectively. Successful pitching combines influence, intelligence, and charisma to persuade clients to choose your solution over the competition.
Remember: practice makes a killer pitch.
Thanks
Alex & The Excel Team
P.S. If you would like to discuss any of your learning & development challenges for 2023, call us on +44(0) 1628488 854.
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