Pitching3:26 with Paul Boag
An effective pitch requires enthusiasm, listening, and a bit of psychology.
I've got an embarrassing secret to let you into— 0:00 I really enjoy pitching. 0:03 I really enjoy going in to clients 0:06 and winning work, but I recognize that I'm weird. 0:09 Most of us don't enjoy it. 0:14 Most of us find the pitching process really quite difficult 0:16 and quite cringe making. 0:20 So let me give you some advice that maybe will make it a little bit easier 0:23 and increase your chances of success of winning work. 0:28 First of all, be enthusiastic. 0:31 It's amazing how far enthusiasm will take you. 0:34 Just show that you care about your subject— 0:38 that you care about their project. 0:42 It will go so far if you just look like you care. 0:44 I once had a client say to me—I'm embarrassed to say this, but it's true— 0:48 "How can I not hire you, it would be like kicking a kitten." 0:53 And I just love that. 0:58 I love that my enthusiasm and passion for the subject 1:00 came across so much that that's what it was compared to. 1:04 Being enthusiastic will take you such a long way. 1:08 But enthusiasm by itself is not enough. 1:11 You also need to demonstrate your listening. 1:14 If you get so overexcited that you're not paying attention, 1:16 things don't go well—trust me, I know. 1:19 The easiest way to show you're listening—to be honest— 1:22 is just repeating back to people what they've actually been saying to you 1:25 but using different words. 1:29 It's not really that complicated. 1:31 You should be doing this in your proposal in responding to your RFP, 1:33 but you can do it in the pitch as well. 1:38 Make sure that your client knows that you understand their challenges. 1:40 So instead of talking about yourself and how great you are all the time, 1:45 just pay attention to their needs. 1:50 Talk about them and what they're struggling with. 1:52 That's far more important than overselling yourself. 1:55 You can look desparate if you talk about how great you are too much. 1:59 Be sure to watch your body language. 2:02 Not just your body language but more importantly, theirs. 2:05 Are they nodding? 2:09 Are they agreeing with you? 2:11 Are they taking notes? 2:13 Do they look concerned? 2:16 If you're not sure what's going on—if for example 2:17 somebody is looking a bit unsure or concerned about something, ask them. 2:22 Say, "Do you understand what I'm getting at?" 2:28 Or, "Does that make sense to you—are you happy with that?" 2:31 Make sure you allow lots of time for questions and answers 2:34 but don't overstay your welcome. 2:38 So often a presentation can go on too long. 2:41 You feel that there's so much that you have to say 2:44 that you keep talking and talking and talking, 2:46 although admittedly that might just be me, 2:48 and you outstay your welcome. 2:50 Make sure you keep the presentation short, 2:53 have lots of time for questions, and you'll be fine. 2:55 Most of all please, please don't get demoralized. 2:59 You will lose projects, and oftentimes when you do lose them 3:03 even after a great pitch, it's for no discernible reason 3:09 and not because you're rubbish or you've done anything wrong. 3:13 Pitching can be hard, but if you don't let yourself get demoralized 3:16 and keep up those enthusiasm levels, you'll be fine. 3:20 It will all be great. 3:23
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