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Write for me research topics in accounting and auditing do my capstone multifamily group gastonia help financial hi I'm Philip Anderson and in this video I'm going to talk to you about how to win design clients how to win the pitch [Music] so the first thing you have to think about when you're meeting with a new client in trying to win business or win a pitch is you have to remember that it's not about you it's about them a lot of designers and entrepreneurs make the mistake of talking too much about themselves about their work about their services what they do who they've worked for the projects that they've been successful with when you have to remember is that it's not about you you have to make it about the client you have to start off with what is the client's need what are they missing what are they struggling with what do they want a solution to and to get there you have to ask a lot of questions you have to ask them what they think they need what they think the solution to their problem might be but then that's where your expertise comes in you have to understand and by digging into that determine if what they think they need is really what they need because a lot of times clients may think they need one thing but after you find out more about the situation and more about the results they want to achieve you may find out that what they actually need might be something different so you want to make sure that you're focusing on what they need and maybe not what they want you also want to make sure that you get to know your client get to know them personally ask them personal questions without being too intrusive are they married do they have a significant other do they have pets what are their hobbies do they like sports get to know them because people like to work with people that they like you also want to find out about them professionally you want to dig in and find out what is the biggest problem that they're trying to solve what is the problem they're trying to solve for the company but also what is the problem and the biggest challenge for themselves in their role in the company so being able to understand and empathize with those problems and those challenges you want to do your homework you want to research their industry so you want to understand the trends and the terms and the news and the other companies know their competition so who do they aspire to be when they grow up who are they threatened by what are they doing well what are they doing really badly you want to may also make sure that you understand their customers so who's the customer target what's their age which their gender what's their social bracket create a persona clear personification of that customer what does that customer like what are the triggers to buy that that customer has or what are the hesitations or the barriers to engagement that the customer has you want to use all of this information later in your presentations to clients or your framing out all your work in this context of what their biggest problem is who their customer is what the triggers to buy are those are all going to be fodder for you to argue for your work as you present it later but also to understand the business as you solve the problem you also want to let the customer do your talking for you if you can I can't tell you how many times I've been in a new business pitch where we've shown a video of you know just a cellphone video of a customer in an aisle of a store talking about a product experience that really has swayed the opinion of the client that we're pitching to so if you can get audio recordings video recordings of their type of customer and let them do the talking for you you also want to research where that company is now so how successful are they what are their challenges with competitive landscape you want to do that research and find out where they are now and then ask where it is that they think that they want to be what are they doing well what are they doing really badly those are the things that you're going to incorporate to form your point of view and with that in mind have a point of view you have to think about what your point of view is your ideas for improvement how you might be able to help and that's where your expertise comes into it and your capability set and how you start to pitch that there's opportunities also to grow the project scope in that when you dig in and find out what the problems are what your proposed solutions are you may be able to expand the scope of the project when you're having that conversation you also need to communicate that you're going to be designing a solution for the end customer that ultimately your client is not the client your client is the customer you're going to be developing a solution to the problem that's for their customer that's sometimes the hardest thing to communicate you also want to find what are the decision triggers that the client prospective client is going to use in choosing you or another agency what is motivating them to use your product or services over another freelancer or agency what are their decision triggers to use you over the competition and you want to leverage those when you sell in or present your work later on you also want to really understand what their brand perception is so what is the perception of their company in their industry is it good is it bad people like them people don't like them because you are going to have to leverage what you do to change that perspective and understanding the perspective is another way to design the best solution and also communicate why your solution is the best when you're selling it in at the end so in the agency world with designers and freelancers in a new business meeting with a client the answer is always yes if they ask you if you can do something you say yes because either you can get paid to learn it or you can find a contractor or subcontractor to help you do it but you're going to win the business so the answer in a new client meeting is always yes and in the end there's the icing on the cake this is where it's about you this is where you show your awesome work you leave them with that final impression about what incredible work you've done for other clients you've already shown your interest in them your understanding in their industry in your care and concern for solving their problem and you leave them with the impression that you're fantastic and you do killer work so that's when it's about you so I hope you enjoyed this video on winning new clients and winning those new business pitches and if you did please hit subscribe below so you can see my videos when they come out and visit me at Phillip Van Dusen dot-com / muse and subscribe to my newsletter comes out every two weeks and I share an insight and resources and articles and videos on entrepreneurship and graphic design and with that thanks again for watching bye for now [Music] welding capstone 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