How to Effectively Sell in Every Situation for Service Businesses

While there are key elements that you want to include every time you pitch, all pitching is not the same.

You’ll need to generate interest and inspire trust in all cases, but you should otherwise set different objectives depending on whether you’re pitching in an informal or formal setting.

If you’re a fractional HR director and you’re meeting people at a business lunch, you’ll want to:

• quickly and concretely convey the core value that you can offer
• maybe mention a client success or an award to build credibility
• otherwise to spark a discussion that lets you learn about some of the pain points of the people you’re speaking with
• build enough initial interest and trust to favor a more formal pitch meeting
• avoid detailed solution engineering on the spot
• be sure not to try to close a deal on the spot

If you’ve created good rapport during that first informal meeting and pitch, you’ll have a good chance of scheduling a more formal meeting when you follow up. That will be your opportunity to outline a potential solution, learning more about the lead’s need, and get closer to a signed agreement.

Watch the video for more on customizing your pitch objectives per setting.