Menu Home About David Fowler Close Menu Home About David Fowler Categories creative What’s the stock price? Post author By Post date The crucial moment in a pitch begins at the end: the Q & A. This is when the client probes your team to see what you’re really all about.
So you just wing it, right? Wrong. Assign someone on your team to compile a list of questions the clients might pose, then rehearse how the team will answer them. In advance, pick the person most qualified to provide each answer. Two people never answer a question unless someone needs help because double answers waste time and are confusing. Also, never step on your fellow players when they’re trying to provide an answer. You’ll look rude.
Always know the client’s stock price. It’s the oldest trick in the book. You’ve spent an hour telling the prospective clients how much you love them, and how well you know their business. Then comes the killer moment: “And what’s our stock price today?”