How good are you at saying goodbye?
Brands and customers part company for all sorts of reasons. Relationships are tidal. We outgrow the need for a brand or product, our tastes or priorities shift, we don’t live where we lived or work...
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The first thing to look for in any pitch situation is the intention
By Mark Di Somma So you’ve been asked to pitch for some business. The most natural thing in the world is to focus on your intentions – whether you want to pitch, how much resource you’re prepared to...
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Every pitch is a story
The purpose of a pitch is not to sell what you do. It’s to explain in the clearest terms why someone should look forward to doing business with you. Don’t pitch to your prospect’s greatest wish. They...
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Which story will they tell? 9 possibilities for pitch stories
As I explained in this post, the purpose of a pitch is not to sell what you do. It’s to explain in the clearest terms why someone should look forward to doing business with you. And while you’re...
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You’re not just pitching to win the business (you’re there to decide if you...
The purpose of a face-to-face pitch is only partly to make the case for why you should be hired. The other part, the bigger part in my view, is that you’re looking to see behind the corporate face and...
View ArticleAnother pitching secret: Imagine success for them
If you’re pitching for a new piece of business, especially in a competitive situation, ask “What will happen for them [the people who’ve put the business out to pitch] if everything goes to plan?”...
View Article9 ways to get others to welcome your ideas
This article in the New Yorker recently revealed that the iconic Got Milk? campaign actually failed to reverse declining milk consumption and has now been all but scrapped. It’s a reminder to all of us...
View ArticleGrappling with pushback
When you’re hard at work on ambitious projects, it’s a given that the team is pushing the boundaries of what would have been considered sensible. I choose those words carefully – “would have”, because...
View ArticleThe real secret to B2B pitching: being connective
It’s easy to look at your pitch and to be pleased with your work; to feel that it has captured you perfectly and expressed what you are about and what you have to offer. It’s also irrelevant. Because,...
View Article3 simple steps to getting buy-in on your idea
Everyone’s got things that they want to share. Whether you’re talking with your business partner or looking to pitch a concept to investors or a senior management team, you absolutely need a process to...
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