When you’re selling an idea to a client, remember: confidence is key.
Even if you’re brimming with million dollar ideas, you won’t get anywhere without gumption and tenacity. Each meeting with a client (or potential client) is a chance to show that you are confident and passionate about the project and that you are the perfect person to help your client succeed.
For expert advice on selling your work and ideas, be sure to register for Sell Without Selling, a live design tutorial with Marcia Hoeck and Ed Roach. In their webinar on August 19, Marcia and Ed will teach you how to pitch an idea to a client. They’ll discuss the necessity of confidence when pitching ideas, as well as how to talk about money and how to successfully demonstrate your expertise.
In the meantime, however here are five elements of pitching ideas to clients with confidence:
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Do your research.
The best way to ensure that you can approach a creative pitch with confidence is to have a comprehensive grasp of the project, the client, competitors and the audience. Know your client inside and out. Learn everything you can about your client’s history, values and preferences.
It’s also important to know the competition. Familiarize yourself with your client’s market and competitors. What are those competitors doing right? Are there gaps in the competitor’s services? Be sure you can explain confidently why your approach will help fill those gaps better than that of another creative professional.
Perhaps most importantly, familiarize yourself with your audience. What demographic are you talking to? Consider that demographic from all angles. Find communities online that fit your audience and learn what they value. If you can back up your pitch with clear evidence that your creative business will succeed among that demographic, selling your ideas will be a breeze.
Get in the zone.
Before a meeting with a client, it’s just as important to prepare yourself as it is to prepare your pitch. Make sure you are “in the zone.” What does it take to help you clear your head and sell ideas with as much confidence as possible? Release some endorphins by running or doing yoga the morning before your pitch. Breathe and remember that you are the best person for this job and this client. You’re an expert, after all, so be sure to exemplify that expertise in your bearing, tone and body language.
Remember: You’re the expert.
You ARE the best person for the job—no doubt about it. But you need to clearly and confidently show your potential clients why you’re the best person for the job.
If your client offers a suggestion that’s contrary to your approach, you’ll need to show that you’re confident in your approach and its potential to achieve the desired results. Show your clients that you are passionate about the project and that you are unequivocally devoted to the project’s success. After all, you are the expert who will make your client’s ideas a reality.
There’s a fine line between confidence and cockiness, and you’ll need to cozy right up without strutting over it. You don’t want to appear too salesy, arrogant or overly aggressive. The best way to avoid stepping into that realm is to be authentic. Authenticity helps you back up your confidence with proof that you are the best designer for the job. So how can you ensure that you’re both confident and authentic?
Marcia and Ed can help you prepare for your next pitch in their design tutorial, Sell Without Selling on August 19. This tutorial is great for those who have never attended any of Macria and Ed’s sessions, but it also builds on what they’ve discussed in their previous webinars.
Learn why no one ever wants to talk about confidence, but almost everyone needs more of it (even people you think have loads of it). Marcia and Ed will show you the four levels of confidence and how you can use them as secret weapons to build confidence in practical ways, and they’ll discuss how to reframe “selling” so it doesn’t scare you—and so you’ll want to do it more often. They’ll be there to discuss money matters and show you how to get past any reluctance to talk about money so that you can discuss pricing with clients more confidently.
Register for Sell Without Selling at MyDesignShop.com!