Is This the ‘New’ Sales Pitch?
Steve Henke
Helping MR firms create awareness, build reputation and generate sales leads with outsourced marketing, sales training & consulting; highly-regarded speaker, author (500+ articles and a dozen eBooks) and podcaster.
I recently had a conversation with a client (an MR agency) who was describing a recent selling opportunity that came their way. They were asked by a large healthcare system to meet. Great news, right? But rather than being asked to deliver a full-blown pitch presentation, the buyer’s team and the agency’s team just sat around the table… and talked! No PowerPoint. No handouts. Just… talking.
I love this!
Think about it… it makes perfect sense. Why stand in front of a prospective client to pitch your company and the services you offer? They already know what you do… They’ve been to your website. They’ve downloaded your white papers and case studies. They’ve scrolled through your LinkedIn profile.
Well, this buyer had other ideas; they were in search of an understanding around two things:
I think this is great! Put yourself in the buyer’s shoes… If we’re looking for a long-term research partner, let’s find the one we get along with the best. All well-established research firms will do a good job with the research itself, but will my team mesh with them? Will we be able to work with them long-term, to achieve our objectives? And maybe even enjoy the experience?
I equate this a bit to hiring a new employee. Lots of candidates can do the job, but smart employers look for the one that’s the best fit. That you and your team can get along with. That will work well in your culture.
Will this ‘friendly chat’ strategy replace the traditional pitch presentation? It will, if the buyers are smart! And if they are, will you be ready?
Good luck and good selling.
Vice President and Partner at Ad Hoc Research
1 天前I really really really love this approach! Good chemistry between research buyer and supplier is tantamount. It fosters openness to each other's realities. This is a far more natural approach and in getting to know from whom they are buying research, they will learn to trust the supplier and the advice they are bringing to the table.
Yes, yes and yes Steve Henke! ?? We've had a number of these conversations with clients over the last few weeks and they're so much richer for everyone. It's more natural, it's balanced with everyone contributing to the conversation and it allows the conversation to flow in whichever direction you choose - not a set of slides where you've had to second guess what's important and then stick to it! And sometimes it's those off the cuff comments that come out in these conversations, that make the difference.
??Helping Market Research & Insight Agencies increase revenue ?? Proven growth strategies ??Helping Research & Insight Leaders increase research budgets through proven commercial strategies ??
4 天前Music to my ears Steve. I’d encourage all agencies to suggest this, rather than the tired creds-deck presentation. And it’s a great way for an agency to qualify it’s prospects. If a client is prepared to go down this approach, then they may be more serious in their buying intentions.
Sales leadership without the "ick" | Consumer Insights | Market Research | AI-Based Solutions & Tools |
5 天前Love this. Been running our sales calls at Brox similarly— no PPT, just convo… I have heard ZERO prospects beg for a slide show.
Helping clients connect with patients and family caregivers. How can I help you?
5 天前Steve Henke I love a real conversation. This "new" sales pitch seems real and natural. I want to know who I am working with and create a relationship from the very beginning. Love this idea!