Consultant | Marketing Strategy & Org design | Ad Age 40 under 40 | Partner to remarkable CMOs on their journey
[?? WORKSHEET] ?? PITCHING: IT’S A JOURNEY We all pitch to sell things. What’s critical is that we understand how to build a seamless experience for the person hiring us. For a recent workshop with thenetworkone we discussed a sales methodology that uses a customer journey strategy from pitch to relationship. (or as i like to say, "First date to Married") ?? At every step, it’s about understanding what matters most to a prospective customer to improve the experience 1. Be the customer: Consider Mindset + Desired Outcomes 2. Understand when to grab attention vs when to solve / offer solutions 3. Anticipate potential reasons why a client may choose not to move forward 4. Identify points in your past pitches where reality may not have met client expectations 5. Think through this flow at the start of any sales/pitch process to fine-tune your ways to win ?? Here's a tool you can grab that could be a good starting point with your team for this discussion. #marketing #sales #agency #customerjourney
Smart and useful- thanks for sharing Lindsey Slaby
This is really great. Thank you for sharing Lindsey Slaby
lindsey, you're a consistently great resource! this is brilliant! so many things that are obvious to seasoned pitchers, but seeing it written out like this makes me realize how often i miss one (or many) of those steps. thank you!
Innovation and Future Tech Strategy | Keynote Speaker | Very Optimistic
3 年You're so generous to share this stuff Lindsey Slaby! One thing I've been doing at "Get to know you" phase is AVOID DECKS entirely. I'm forcing myself to frame expertise in every way other than decks... e.g. make videos (using tools like Loom), sketch ideas on my iPad, and make the discussion as real as possible without subjecting the client to the Keynote Show. It's really helped me legitimately talk to clients about what keeps them up at night without suddenly becoming wrapped up in a deck about us. Plus, it helps that you stand out in a competitive process if everyone but you has the same looking deck! Just wanted to share, and curious if that matches your experience of success?