Written by: Vickie Sullivan | February 20, 2024
Pitch Perfect: Timing Is Everything in Client Relations
A lot of us have great client relationships. These folks are our biggest advocates and love working with us. Why, then, do we hesitate to pitch new services to them? Instead of making the ask, we change the subject.
My theory: It’s the timing.
When you broach the idea of doing more at a random time, it looks like you are going to your friends, hat in hand, begging for business. It feels awkward, and you appear unsure. And you make it easy for your client friends to get out of the conversation. This is how deals that look like sure things go off the rails.
The Best Times to Pitch Clients on New Ideas
The best way to overcome those awkward, unfortunate situations is to identify the right moment to pitch new ideas. Here are two opportunities that people often miss:
• When clients praise you: After you give a great presentation or preview, everyone is pumped up and ready to take on the world. That is the moment to lay out what could occur next. Buyers understand momentum, so leverage their enthusiasm to advance their objectives.
• When the client is in distress: A telltale sign that a client trusts you is when they feel safe enough to vent. Those rants convey what they need. Pay attention to this information and use those pain points in your next pitch.
Knowing when to pitch depends on having a strong radar and always looking out for ways to serve. Because offering your clients new ideas isn’t about you. It’s about linking your value to something specific that your clients need. When you shift your approach from focusing on the relationship to focusing on an important initiative for your client, you will be in a better position to initiate a conversation.
Listen: How to Respond to Client Rants
Now Read This:
- How to Pitch Small Changes and Get Clients to Act
- Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road