197 | 7 Strategies for Winning Clients Without Pitching

Being able to win clients without having to give them a pitch is such a helpful tactic to use when running a business. I want to share these strategies because it’s how I’ve been able to close almost all of the clients I talk to.

In this episode, I’ll share all of the details and tactics I use to close client deals without ever having to do a traditional sales pitch.

“You should have tons of questions, and make sure they’re useful questions. Do your research beforehand. Find the things you don’t need, see if some of those questions are answered online, and then bring everything else to the table.”

In this episode Avani talks about:

The dos and don’ts of talking to clients about your services. How to quickly establish rapport. The importance of a potential client’s goals. 7 Strategies to win over clients without a pitch 1. Take the lead

As soon as you introduce yourself to a potential client, don’t be afraid to set the agenda and dive in. Doing this helps demonstrate your knowledge on the subject and makes you look like a clear professional.

2. Immediately build rapport

Rapport is the feeling of liking and trusting. You can get into it by mirroring and matching the tone of a potential client and signal subconsciously that the two of you are alike.

3. Uncover goals quickly

Understanding the potential client’s goals gives you a “North Star” that you can point to in conversation with them. If you keep leading them to their goals, you position yourself as an expert.

4. Spend 90% of your time in diagnostic mode

Ask lots of questions. You can come up with your own ideas later. This is the time where you can figure out how to best help them by asking them anything.

5. Use the word “we” instead of “you”

By using the word “we”, you subconsciously tell your potential client that you are already on the same team and that you’re already working together.

6. Stop presenting, start collaborating

When presenting, it’s easy to get caught up the moment without actually solving the client’s needs. By collaborating, you can make sure you are still centered on the client’s goals.

7. Don’t send presentations as proposals

Presentations can get long and normally don’t get to the point right away. Clients want to have a one-page paper saying what you’ll do and how much you want them to pay.

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