Are you pitching potential clients too soon?

As a fellow female business owner, I know what it's like - you have a new client opportunity and you're excited!

Your initial call went well, you totally vibed, and you want to send a proposal - ASAP.

But let me go on record with this - one conversation or meeting is usually never enough.

Pitching a B2B client too soon can lead to missed opportunities for research, understanding, and relationship building - all necessary for a solid proposal that is well-received by your potential client.

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Here are 5 signs you’re pitching too soon.

1. You're lacking critical information.

When you don't have enough information about your potential client's problems, needs, goals, and challenges, it's a sign that you're pitching too soon.

This will result in a pitch that doesn't resonate with that client's needs and may be totally off base in terms of their expectations of your pricing (ideally, this is not a surprise by the time you present your proposal).

Ask yourself if you know the answers to the questions above. If the answer is "no," you're not ready. You need to dig deeper.

2. You've not devoted time to relationship building.

If you haven't taken the time to build a relationship with the client before pitching, it's too soon.

Building a relationship is important to establish trust and understanding between you and the client. Without that trust, it's unlikely that your proposal will land in the way you intended.

And bonus — when you do sign them on, having taken the time to get to know them in the “courting phase,” you'll have a solid base of agreement from which to begin your work.

3. You're struggling to present a clear value proposition.

If you're struggling to articulate a clear value proposition that speaks to the client's needs, goals, and challenges, you're pitching too soon.

You need to have a clear understanding of their needs before you can create a compelling value proposition — one that demonstrates that you are the one to solve their problem and help them reach their goals.

4. You don’t have feedback from the client.

If you're not getting feedback or input from the client during the pitch, it's an indication that you’re too early in the process.

A successful pitch involves a two-way dialogue where you listen to the client's feedback and adjust your pitch accordingly.

Make sure they get that you've heard their challenges and goals, so they're confident that the proposal you present addresses both in a way that works for them.

5. You're rushing the process.

If you're trying to rush the process, it's a red flag that you're pitching too soon. As noted above - one meeting is usually never enough and two may not be either.

Pitching requires time and effort, and if you're not giving yourself enough time to get your questions answered and prepare, or if you're not allowing the client enough time to ask questions and provide feedback, it's a sign that you need to revisit the pitch process.

Step one - slow down.

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If you need help with your pitch process, book a Business Development Booster Session.

We’ll get you on track with it, so you hit your business goals in less time.

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