Own The Room - The Delicate Balance Between Educating and Selling to a Prospective Client

The Delicate Balance Between Educating and Selling to a Prospective Client

Explicit content warning

01/17/20 • 11 min

Own The Room

Having an established agency with accomplished staff will get you far. But if they get in too much of a rhythm, they may lose focus and lose sight of the goal. A successful team has to use the time it has wisely to build chemistry and develop the relationship so that they can sell and have the audience participate in what they're offering.

As Michael says, some of the reasons people lose pitches include lack of chemistry, lack of trustworthiness, or too much storytelling as opposed to providing solutions to a client's particular problem.

Michael Quinn is the Founder of Minor Nobles, which helps B2B pitch teams and leaders change their behavior to win more business. He's also the faculty instructor for pitching with the Association of National Advertisers, the ANA, which is headquartered in NYC.

Jeremy Weisz flips the script today and he'll be interviewing Michael Quinn about winning pitches, educating prospective clients before selling to them, and building chemistry.

Previous Episode

Case Study of a PR Agency

Presenting a pitch is a team effort. It is not a one size fits all endeavor, and all pitches are not created equal. The pitch team has to be able to move the right dials of their pitch in order to succeed. There are also benefits to working as a team because the members generate their own energy, momentum, and enthusiasm such that the audience feels it and wants to be part of that collaboration.

So how do you go about preparing your team for pitching? Michael Quinn, the host of this show, tells us how.

Jeremy Weisz flips the script today and he'll be interviewing Michael Quinn about a PR agency’s case, how a pitch team should prepare before presenting, and how many people should be in a pitch team.

Next Episode

Crazy Pitch Experiences, and Reading the Room

Some of the skills Minor Nobles focuses on in their workshops for pitching include learning to read the room and educating vs. selling. Sometimes it may not be hard to read what's happening in the room, but what tends to be challenging is what to do once you've read the room. If there are changes to what you expected, how do you adjust accordingly and on the fly?

Michael, the host of this show, has some pieces of advice from experience.

Michael is joined by Dr. Jeremy Weisz in this week’s episode where they talk about some of the crazy pitch experiences Michael has been through, his advice on when to change pitch tactics, and the importance of understanding the culture of the pitch room beforehand.