Do’s and Don’ts of Pitching a Prospect

I met a businesswoman for coffee recently so that she could tell me about her company. I noticed myself turning off fairly soon into the conversation. Here’s a short list of things that contributed to the disconnect. I offer them in the hopes that you and I will never find ourselves guilty of these misdemeanors of etiquette.

1. Don’t apologize for being tired.
2. Do know about your prospect’s business. This woman had not looked at my website and was surprised when I told her what I might want her services for.
3. Do know about your own clients. When I pointed to someone’s logo in the company’s client roster and inquired about what they do, she didn’t know explaining she was on the sales side of the business.
4. Don’t do a PowerPoint presentation where you read word for word what the slides say. What’s the point?
5. Don’t pass out a stack of your cards and ask for referrals before you’ve signed the business or done any work that satisfies the prospect.
6. Do pick up the check. (She did.)