Claim Freedom: How To Lose A Client When Pitching

Bimma Williams | April 21st, 2024

It's Claim Freedom Monday Y'all!

Here's some wisdom to help you attract paying clients.

Let's explore a less talked about topic that's crucial for our learning and growth—how to effectively scare away a potential client during a pitch. Yes, you read that right! Understanding what not to do can sometimes be just as important as knowing the right steps to take. So, let's dive into the common pitfalls that can sabotage your client pitches, and how you can avoid them.

The Never-Ending Presentation

Imagine sitting through a presentation that seems to go on forever. Your deck is overflowing with slides, each packed with dense information and intricate details. What's the result? Your potential client's eyes glaze over. They've lost interest before you've even gotten to the good part.

Actionable Step: Keep your pitch deck concise—no more than 10-15 slides. Focus on what's truly essential to convey your message and value. Remember, less is often more.

What’s In It For Me?

When pitching, it’s vital to highlight early on what’s in it for them. Clients want to know the benefits right away. If you take too long to establish the advantages of your proposal, you'll lose their attention and interest.

Actionable Step: Start your presentation with a clear statement of benefits. Use a compelling hook that addresses their needs or solves a problem they have. Make it about them, not just your ideas.

Misaligned Goals

Nothing spells disaster like a pitch that doesn’t align with the client's goals or vision. If your proposal is steering in a different direction, don’t expect your client to come aboard.

Actionable Step: Research your client thoroughly. Understand their business, market, and objectives. Tailor your pitch to align seamlessly with their goals, showing them how your ideas enhance their strategy.

Jack of All Trades, Master of None

Trying to cover too many bases in one go? If your pitch tries to solve all their problems at once, it might end up solving none. A scattered approach can confuse and alienate your potential client.

Actionable Step: Focus on one or two key areas where your skills can make a significant impact. Build your pitch around these strengths and demonstrate your expertise clearly.

The Confidence Conundrum

Your belief in your proposal is as important as the proposal itself. If you aren’t confident about your idea, why should the client be? Hesitation or uncertainty can be a major turn-off.

Actionable Step: Practice your pitch multiple times. Get comfortable with every aspect of your proposal so you can present it confidently and enthusiastically. Remember, your confidence can win half the battle.

Pitching to potential clients is an art form that requires clarity, alignment, focus, and confidence. Avoid the common traps of overly lengthy presentations, delayed benefits, misaligned goals, unfocused attempts, and lack of confidence. By steering clear of these pitfalls, you can enhance your pitch and make a memorable impression that aligns with the client's needs and goals.