15 tips on pitching your ideas to your clients
DESCRIPTION
Here are a few tips I shared at the WMG2012 event to an audience of Communications Planners from the Media Industry.TRANSCRIPT
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.15 tips on pitching your ideas to your client.
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1.know your identity.
citizenbaysimply does it
citizenbaysimply does it
.blue note.
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.factory.
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.identity of the company too.
.here is how some Media Agencies describe themselves.
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.some describe themselves.
ThinkerPioneer
World class creativityIndependent
CuriousInnovativeConnected
Change leaderPassionate
Entrepreneurialflexible
Active engagementConnectionsCaptivationIntegrated
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.some highlight process.
InsightsProductivityResourced
Media Comms PlanningIntegrated servicesLeadership strength
EvaluationEconometric modelling
Smart analyticsIntelligenceKnowledge
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.some showcase their broader offer.
Diversified servicePartnerships
DigitalAdvice/consultancy
Management consultancy
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.others focus on the execution & output.
Faultless executionDeliver business value
DoerROI
InvestmentSurprising results
Profitable clientsFamous clientsTransformation
Business innovationMarketing results
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.clients not getting that point of difference.
.the pitch is a moment to cultivate client trust & engagement in your company values.
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2 .identity is not just visual.
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.johnny osbourne helped me win a client.
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3 .be yourself.
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.the CV.
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4 .Create the environment for ideas.
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.ideas come from here?
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.or here in the park?
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5.be curious.
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6.Know your stuff from multiple angles.
.business plan..sales team perspective.
.people’s experience of the brand.
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7.know the essence of your idea.
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8.storytelling.
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.inspiration.presentation.
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9.know the people on the other side.
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.rational..emotional..structual.
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.clients, not client.
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10.Two techniques.
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.blah blah blah.
Fill me in first…
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11.preparation is everything.
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.preparation is everything.
.spelling. .So disable spellcheck.
.the right names.
.timing.
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12.the pitch or presentation is
theatre.
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.the pitch is a piece of theatre.
.inspire. .lift.
.move. .surprise.
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13.defy convention.
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.defy convention.
.audio visual.
.400 Powerpoint slides.
.no powerpoint at all.
.one infographic.
.just have a conversation.
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14.this is business, not entertainment.
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.this means business..know the numbers.
.deliver it in their language, not yours.
.they expect you to be shaky on their business.
.surprise them.
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15.the perfect close.
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The perfect close.don’t fake it.
.confirm why they should do business with you.
don’t be who you are not.
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