How do you stand out in a client pitch amongst the competition?

Client pitch is all about the client. It's all about the client. If you're able to read the client well, make them laugh, communicate well with them, connect with them, that's it. That's how you stand out because there are so many people in client pitches that really suck. They're really bad in pitches. They just read the PowerPoint, read from a script, or they have memorized the script already, the FAQ is in their head and they just answer it, you know, frequently asked questions by the clients. They don't even connect. So people who connect, that's really important. That's how I stand out because I make sure I connect to the people I talk with. I make sure that I make them realize, aha, yes, that's true.

When people actually tell you you're right, those two words, that's very important. When they tell me in a pitch, “you know, Sean you're right.” I know I have them. Because rarely will you tell someone you're right unless you really agree with them. Sometimes people will say yes and that's it. But, you know, yeses I find are cheap. Yeses I find are cheap. Especially in a pitch when people are saying, yes, it's cheap. They probably said yes to the last guy, the last girl, who pitched. But when they say, “you're right, you know, you're right”, that's how you know you got them.

So connecting with your, I would say purchasers or the C-level executives in a pitch that is critical for you and you have to hone that skill. Connecting with people is a skill. Taking the time to communicate with them so that they really understand what you mean, is a skill that you can hone.

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