The big agency pitch.

The moment when an agency is one step away from landing a new client relationship. But the pitch is where things can go awry if you take the wrong direction. Although an agency makes pitches on a regular basis, it can be easy to forget what a client is really looking and listening for. So here are four tips for pitching from a client perspective.

1. Focus on the presentation.

In your pitch, you’re not just selling the solutions you can provide — you’re putting on a show for your client. Therefore, you need to make sure that you have all of the intangibles of your pitch in order. Focus on your speaking skills, ability to relate, humor, and appearance, as well as the content of your pitch. Plus, make sure you have time to rehearse ahead of pitch day.

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2. Bring the right people.

If your client will be interacting with a specific member of your staff day to day, make sure that they are an integral part of the pitch. If they won’t have access to the president on a daily basis, they shouldn’t be running the show during the pitch.

3. Cater to your client.

Follow the instructions that your client gave in asking for your pitch. They gave them to you for a reason and are going to take it into account if you can’t follow directions. Especially if they have multiple pitches in one day, you want to make sure yours stands out for good reasons. Leave behind information with your prospect as well, so they can easily review your pitch.

4. Show don’t tell.

Don’t just sell to your prospect. Demonstrate what you have done and what you can do for them. Show passion for what you’re presenting because passion is contagious. If you’re not excited about your own pitch, how can you expect your prospect to be? Finally, get to the point. Don’t give your prospects the opportunity to get distracted halfway through your presentation.

So what does this all mean for you, the marketer?

Simply means, keep an eye out for these things.  If the agency doesn’t appear organized, doesn’t listen to your instruction, or the team doesn’t seem to gel well with each other or with you…probably not a good fit for your business.

If you’re looking to be paired up with the perfect agency contact RSW/AgencySearch today!

About 

Mark is a 30-year veteran of the consumer packaged goods, advertising, and marketing service industry. Mark started his career at DDB Needham in Chicago prior to earning his MBA from the J.L. Kellogg Business School at Northwestern where he majored in Marketing and Economics. Prior to starting RSW/US in 2005, Mark was General Manager for AcuPOLL, a global research consultancy. Sneider worked in Marketing for S.C. Johnson and KAO Brands. Sneider has been invited to speak at numerous Agency events and network conferences domestically and internationally including the 4A’s, Magnet, NAMA, TAAN, and MCAN. Sneider has been featured in prominent industry publications including Adweek, Media Post, e-Marketer, and Forbes. When not working (which often seems like not often), Mark likes to run miles, go to church, and just chill with a hard copy issue of Fast Company.