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>I responded to a post in Advertising Age - >http://adage.com/smallagency/post?article_id=132248&mes >sage=Thanks+for+submitting+your+comment%21 >Report from Philly: Swing for the Fences and You Will >Succeed >How Winning in Sports Rubs Off in the Workplace >Posted by Marc Brownstein > >My response- > >Don’t Pitch, Present What’s Best For Prospects > >I still cringe when I hear "pitch" used when somebody >is trying to persuade prospects to buy. > >A baseball pitcher throws pitches in ways to prevent >batters from being successful. If we want clients to >be successful with what we produce, we should play >catch. > >Delivering "heat in the clutch" doesn't inspire any >warm fuzzy feelings in anybody who’s on the receiving >end (is the victim) of a pitch. > >We want to get to 1st base with prospects, so we can >run home with them. If we throw pitches, they're apt >to give us the run-around. > >We should present orientations to prospects. > >Orientations can show prospects what we know about >their situations & what we feel they should know. > >I know it may be a matter of semantics, but it seems >like too many sales people (account executives) have >the wrong mentality. They seem to think "It's us >against them." Too many times, pitches are used to put >prospects in their places. > >It’s the mentality of competition, but the competition >should only be between agencies, never between >prospects/clients & agencies. > >It’s the same mentality of the policy, “Put a close on >them & shut up. The 1st person to talk loses.” > >Nobody should lose a sales presentation/orientation >just because s/he has a question or comment. I’ll even >tell prospects I won’t work that way. Either we agree >to work together & win or we both lose. > >If what you offer is what’s best for a prospect, then >the prospect loses after a rejection. If what you >offer isn’t what’s best for a prospect, why would you >offer it? If you offer what’s not best for prospects, >then you are pitching. > >I’d prefer not to insult any gender, but since I’m a >male, I’ll take a chance. Males are stereotypically >competitive. So, maybe we should avoid a MEN-tality. > >Dennis S. Vogel independent contractor marketing >consultant Two Rivers WI > >Dennis S. Vogel >Success = the right tactics + strategies multiplied by >the right action. Some of that right information is >here - >http://www.lakefield.net/~thrivingbusiness/ >http://www.voy.com/31049/309.html

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