Revamping Your Pitch
You’ve been around for a couple decades and you’ve been working with the same pitch to attract new business and get clients to sign the quote.
But there comes a point in every business’ lifecycle where it’s time to revisit the pitch because:
- It’s just old and dusty.
- It’s not working as well as it should be to attract and retain new business.
But whatever the case, your pitch cannot be your pitch forever. I’m not saying that you have to go back to the drawing board every year, but I am saying that you could use a regular, honest, candid assessment of what it is and how it’s working.
It’ll be a hard pill to swallow, but there might come a time when you notice your pitch isn’t working at all. Business is slow or stagnant and you’re just not winning RFPs. And if it keeps happening again and again, you can’t really blame the competition for beating you. Nobody wants to do it, but you’ve got to stand in the mirror and figure out what you can do to make changes.
It might surprise you, but there are a few relatively easy ways you can revamp your pitch right now:
Sometimes, reengineering your pitch is as simple as a SWOT Analysis. If you’re not familiar with that, it’s a honest and open assessment of your strengths, weaknesses, opportunities, and threats (SWOT). You get all your key leaders in a room, you ask for everyone’s candid feedback, and you write all of it down with the intention of saving it and referring back to it. At its core, a SWOT Analysis is a gut check for the state of the brand. It might be just enough for you to craft a new pitch based on your assessment.
Another option is to survey people. Have meetings with individual members of your staff. Call up former clients. Sit down with current clients. Figure out why anyone would want to work for your company or do business with you. Your clients and your employees all had to cross that bridge at some point. What made you so attractive in the first place? Maybe it’s time to recapitalize on your assets and find a way to explain that so that it’s compelling and attractive to new employees and clients.
Hiring an outside, unbiased observer like a consultant could also be extremely powerful for redirecting your pitch. More often than not, you and your team won’t be able to see the problem because you are the problem. It takes someone with an outsider’s perspective to tell you what’s going wrong and what’s going right. Yes, it’s the only method that costs money, but it’s an investment worth making based on all the potential future business you could attract. Plus, outside consultants often allow for employees to be honest about things they couldn’t normally be honest with you about. Sometimes, honest, professional feedback is all you need.
Selling yourself to potential clients, potential employees, and your community is based on how you pitch yourself. It’s your way of getting people on your side. We understand how sensitive this can be, but trust us, there is nothing more important you can do as a business.