I help my clients hire a lot of freelancers and agencies to do execution work.
One mistake I’ve noticed over the years is how some of them get into their pitch straight away in a sales conversation.
They talk about themselves, their process, and their client history right off the bat. Usually with some kind of slide deck or presentation.
It almost seems like a nervous tick.
They neglect to talk about the prospect and their needs until they’re done talking about themselves.
What I’ve noticed, though, is it sucks the air right out of the room.
That’s because the client doesn’t care about you until you show that you care about the problems they have first.
If you want to win a deal, it’s better figure out what problems your clients are trying to solve and the value of solving it before getting into your pitch.
Only then should you consider talking about how you fit into the picture—if you think you can help.