You probably already know that you have just a few minutes to convince a client that you’re the right person for the job – and every single second counts. If you didn’t land a pitch, have you ever wondered why? Sometimes the client will come right out and tell you, but other times you may be left guessing.
Here are some of the most common reasons event professionals don’t land a client during a pitch. Hopefully you’ll be able to turn the tragedy of losing a pitch into success on the next one!
- You disregarded their budget. You must always respect your client’s budget. Sure, you could do wonders with unlimited resources, but that isn’t always the situation. Never tell a client what they could have if they would just increase the budget a little – instead, wow them with what you can do with the budget they’ve set.
- You didn’t understand your audience. If you didn’t do your homework before the pitch, it will show. There is no excuse not to learn a little bit about the prospective client, their goals, and their intended event attendees. Each pitch should be catered specifically to the client in the room, not a generic speech.
- You didn’t listen. Listening is key and if you lose a pitch because you didn’t listen, you should rethink your chosen career path. Prospective clients will tell you what they want and you need to pay attention. If you aren’t clear on what a client may want – ask!
- You didn’t use storytelling. As an event designer, you are a storyteller and you’ve got to convey that to your clients. Remember, you are responsible for the look and feel of the event; in essence, you’re controlling the entire guest experience. Help clients see your vision by framing your pitch in the form of a story.
Just remember, if you didn’t land an event pitch, it isn’t the end of the world – or your career. However, you should use every pitch, even the ones that didn’t go well, as a learning experience to help you get better and better!