24ways: articles: 1 row where where "published" is on date 2008-12-09

1 row where "published" is on date 2008-12-09

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Link	rowid ▼	title	contents	year	author	author_slug	published	url	topic
115	115	Charm Clients, Win Pitches	Over the years I have picked up a number of sales techniques that have lead to us doing pretty well in the pitches we go for. Of course, up until now, these top secret practices have remained firmly locked in the company vault but now I am going to share them with you. They are cunningly hidden within the following paragraphs so I’m afraid you’re going to have to read the whole thing. Ok, so where to start? I guess a good place would be getting invited to pitch for work in the first place. Shameless self promotion What not to do You’re as keen as mustard to ‘sell’ what you do, but you have no idea as to the right approach. From personal experience (sometimes bitter!), the following methods are as useful as the proverbial chocolate teapot: Cold calling Advertising Bidding websites Sales people Networking events Ok, I’m exaggerating; sometimes these things work. For example, cold calling can work if you have a story – a reason to call and introduce yourself other than “we do web design and you have a website”. “We do web design and we’ve just moved in next door to you” would be fine. Advertising can work if your offering is highly specialist. However, paying oodles of dollars a day to Google Ads to appear under the search term ‘web design’ is probably not the best use of your budget. Specialising is, in fact, probably a good way to go. Though it can feel counter intuitive in that you are not spreading yourself as widely as you might, you will eventually become an expert and therefore gain a reputation in your field. Specialism doesn’t necessarily have to be in a particular skillset or technology, it could just as easily be in a particular supply chain or across a market. Target audience ‘Who to target?’ is the next question. If you’re starting out then do tap-up your family and friends. Anything that comes your way from them will almost certainly come with a strong recommendation. Also, there’s nothing wrong with calling clients you had dealings with in previous employment (though beware of any c…	2008	Marcus Lillington	marcuslillington	2008-12-09T00:00:00+00:00	https://24ways.org/2008/charm-clients-win-pitches/	business

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