Which makes more sense to you: Preparing a pitch to enlighten your customer on what you have to offer or listening to what the customer problem is, so that you can then tell them how your product can help them?
Really, this is a trick question. Most of us will immediately know that if you can address the client’s problem right out of the box that you have a better chance of capturing their attention and, consequently, their business. Listening to what is going on for them is critical to any potential business deal. Does that mean that you do not have to spend time putting together a sales pitch?
Preparing a pitch can certainly be useful. You get to make sure that you include all of the great points about you and your product. You also may inform the potential client about a solution that you have for a problem that they did not tell you about, or that their brother might have. If you have first listened to their problem, you are then able to tailor your pitch to accentuate their needs.
The key is make sure that you are paying attention to them during your pitch. You want to make sure you are not boring them to tears and they are listening. Your pitch is merely a guide for you. Preparing it helps you to know your material and your points. During your pitch, you want to make sure you are interactive, you specifically relate your product to solving their problem, and they are aware that you know something about them. Keep the pitch flexible, but have it as a good foundation.
How about you? Any experience with this? Have you gone in to a meeting without preparing a pitch and been successful? Let us know.