It took me years to get this, so listen well.
Having worked with so many corporate clients big and small, I used to believe that clients are interested in the quality of your offering, the delivery, timing and all sorts of “important” factors.
Having sat at the table with so many clients, it finally dawned on me that what they really want is the “least risky option”.
Position your pitch so it addresses all of your client’s concerns well and delineate how it significantly is the less risky choice.
But what about price?
Sure, price and budget is super crucial, but only because if something costs so little, the risk is nothing.
See if they spent a fraction of what they expected, they technically didn’t risk as much.
So remember this when you are pitching to your next client or talking to prospective buyer, present your case in the context of the lowest risk possible.
Explain, define, elaborate and demonstrate HOW you are the safer choice, how you help lower any and all risks possible. It could be that your price is the lowest one out there in the market, or that you systematically signal how you will help de-risk every concern on their minds.
I will share more on how to position your pitch to demonstrate the least risk possible next time.
If you enjoyed this, connect with me over B2B and startup strategies.
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