Recently we’ve been doing A LOT of pitching. In doing so its made us really put ourselves into the shoes of our prospective clients and understand 1 critical question.
“Why should we choose these guys?”
To help us respond to these pitches we’ve spoken to a number of clients. Past clients, current clients, friends who are clients, friend of clients and clients who are friends to help us better answer what it is they’re really looking for.
Below are 10 points that we’ve captured to help us think like a client so that our response hits every nail and ultimately helps them choose us.
Is this business for real? Authenticity
Are they telling me the truth? Believability
Are they knowledgeable? Credibility
Are they right for me? Feasibility of relationship
Are they listening or just peddling? Customized solutions
Overall can they be relied on? Safety
Do I understand enough about what they’re going to do for me? Comfort
Am I making the best choice vs choices? Superiority
Are they easy to buy from? Packaged
Are they easy to work with? Compatible