Comments on: Getting Ready For the Client Pitch: How to Turn Prospects Into Clients

By: Steven

Steven — Mon, 24 Nov 2008 07:14:37 +0000

Never forget the basics of an interview either. The main important factors that will determine if you get the job or not is the first impression you give, CV (obviously) and the way you communicate to the interviewer. There are many sub-factors that go into these but I wont go into those (I don’t want to rant).

Like you say Tom, present what you can offer to the company, back this up with your work experience and projects (which will be supported by your CV/portfolio) and elaborate a bit more on them than your CV does. Also a nice new hair cut, suit, smell good and be confident helps a lot to :)

Cheers.

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By: Tom Chandler

Tom Chandler — Thu, 08 May 2008 04:00:55 +0000

Graham: Questions are great. The copywriter I mentioned didn’t ask questions, and look where that got him.

The meeting isn’t a one-way conversation; it’s an interactive event, and you can display some expertise with intelligent, on-the-spot answers. In fact, asking questions — and uncovering their biggest pain points — is a great way to tack additional services onto the initial project.

As for researching ahead of time, remember — we picked this client (and shipped them a lumpy mailer) because we wanted to work with them (it’s not a cattle call), so yes, I’d assume you’d have done some research ahead of the meeting.

By: Graham Strong

Graham Strong — Thu, 08 May 2008 03:45:01 +0000

Lots of great pointers — thanks!

One thing I tend to do is ask questions. It seems to work for me — I always say they know their business better than I do. And my clients seem to react favourably, though certainly some just want it done with as little hassle as possible (i.e. “don’t ask questions, just give me what I want!”)

But are we supposed to have “all” the answers? Do you look more or less professional by asking questions about their business? How much should we know about their business ahead of time?

~Graham