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.

Feras Alhlou

Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures. In 2019, he sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ other new startup businesses, and in his current venture, Start Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger.

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