rayy83•1d ago

Realized I was pitching the wrong thing to clients for 2 years

I used to lead every agency pitch with our portfolio and case studies, thinking that was what won people over. Then last month I sat in on a prospect call in Austin where the owner barely glanced at our work, but kept asking how we handle reporting and communication. That's when it hit me that I'd been selling pretty pictures while they were buying peace of mind. The whole time I thought sharp design was the product, but really they wanted to know who answers the phone when something breaks. I went back and reworked my next five proposals to lead with process, timelines, and check-in points instead. Two of those turned into contracts within a week. Has anyone else had that moment where you realized the selling point you thought mattered was totally off base? What tipped you off?

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jennifer_west521d ago

Flipped my whole approach after a client flat out told me they picked us because I texted back within an hour while the other agency took three days. Realized I'd been polishing the work when they just wanted to feel like somebody had their back. Now I start every pitch with the boring stuff like who does what and when, feels weird but it's working.