Certainly, winning new business involves a strategic and effective approach, and pitching to clients plays a crucial role in this process, Now before we even go to proposal one thing to remember is how and when you approach a client.
Remember these 3 dimension when pitching a client
3 Dimensions of winning proposals.
Image source Pointing icons created by Freepik – Flaticon
1. Time
Pitching at the right time is one of the most crucial factors. You need to know when to enter the competition and when to step back. Always remember.
Strike the iron when its hot
And sometimes my mother used to say when I was too lazy to do her chores.
What is not done on time is not a job done.
my mom
I never thought that line would come handy in professional life.
2. Skillset
Even if you are a seasoned professional, there might be certain things beyond your expertise. It’s best to showcase a specific skill set you are confident in and pursue jobs that align with those criteria. Remember.
You are only good as much as you can communicate
3. Strategy
Never approach a job without a strategy. Before pitching, ensure you understand the task at hand and plan your approach to solving the problem. This instills confidence in your client regarding your skills.
Now let’s move on to the juicy part, How to write winning proposals or pitches.
Writing Proposals
Image source Writing icons created by Eucalyp – Flaticon
Now, let’s talk about the exciting part of design – the wireframes or visual design. This is a crucial part of what we deliver. However, what seems clear to designers might be a bit complicated for developers. To ensure everyone is on the same page, the design team needs to take some steps to align as much as possible. Here are some measures:
1. Give it a human touch
Personalise your pitch by addressing the person directly and thoroughly understand your client’s needs, challenges, and objectives. Tailor your pitch to address their specific pain points and goals.
Do comprehensive research on your client’s business, competitors and market trends. This will demonstrate your commitment and knowledge, instilling confidence in your ability to add value.
2. Sympathise
Put yourself in your client’s shoes to understand what they are trying to achieve. Address their pain points and show empathy, demonstrating that you understand the problem.
3. Be the Hero
Now that you have captured their interest by empathizing, it’s time to illustrate how you can resolve their issues. Clearly communicate your approach to solving their problems, breaking it down into bullet points. You can also include timelines and the effort required for transparency.
4. Show your Skills
After outlining your approach, it’s time to highlight your skill set. This can be a brief section within your proposal, mentioning the tools you utilize and any necessary skill sets you bring to the table.
5. Show results
It’s essential to showcase your portfolio, emphasizing case studies that closely align with their needs. Opt for presenting your designs on an online portfolio platform for convenience and a more professional touch, avoiding file attachments.
Here are some of the professional online portfolio platforms that you can use.
6. Be a guide
Keep in mind that not all clients are tech-savvy. When presenting your approach, explain it as if you were talking to a fifth-grader. Just like when you visit a doctor, they examine you and then prescribe medicines without you specifically asking for them. Make your explanation clear and easily understandable
7. Call to action
Consider that some individuals may prefer not to read lengthy details and might go straight to the Call to Action (CTA) section for the next steps. Provide clear and confident actions, and add a sense of urgency by specifying a timeframe like “Let’s proceed today or tomorrow.” This reinforces your motivation and encourages prompt decision-making.
8. Practice, practice, practice
Last but not least, practice your pitch multiple times to ensure a smooth delivery. Be prepared to answer questions confidently and articulate your points clearly. Remember, each client is unique, so tailor your pitch to align with their specific needs and preferences. Flexibility, adaptability, and a client-centric approach are key elements in mastering the art of pitching.
Special thanks to uniconlabs
