Most services sales require at least a 2 step process: the “pitch” and “offer”. They result from your marketing efforts (calls, emails, etc.) in which you’ve identified a potential client with a need and they agree you may be able to address that need.
What is the “pitch”?
The Pitch is also known as an “Introductory Presentation”. It is your first opportunity to be face-to-face (physically or virtually) with your potential client. You have 2 goals:
- Build credibility with the potential client
- Ask insightful questions that will allow you to develop the “Offer”.
Walking out of the “pitch” presentation you’ll know:
- how you can help the potential client
- if you want to work with the potential client
- whether they have a true interest in working with you.
What is the “Offer”?
The Offer is also known as the “Proposal”. During this phase, you present your methodology and approach customized specifically to that client’s needs. You’ll paint a picture of how you’ll be working together, what you’re responsible for and what the client is responsible for. You’ll also be clearly communicating what deliverables you’ll be creating for the client. Finally, the offer tells them the value of your services and how you’ll get paid.