How can you tailor your pitch to win over clients?

1 Know your audience

Before you prepare your pitch, you need to research your target audience and understand what they are looking for in a commercial design project. What are their pain points, challenges, and expectations? What are their values, vision, and style? What are their budget, timeline, and scope? By answering these questions, you can tailor your pitch to address their specific problems and offer relevant solutions.

2 Showcase your value

Your pitch should not only display your portfolio, but also demonstrate your value as a commercial designer. How can you help your clients achieve their desired outcomes, whether it is increasing sales, enhancing brand identity, or improving customer experience? How can you differentiate yourself from other designers with your unique skills, approach, or perspective? How can you measure and communicate the impact of your design work? By showcasing your value, you can build trust and credibility with your clients.

3 Tell a story

Your pitch should not be a boring presentation of facts and figures, but a compelling story that engages your clients and makes them feel connected to your design work. How can you use storytelling techniques, such as hooks, conflict, resolution, and emotion, to capture their attention and interest? How can you use visuals, such as images, videos, or animations, to illustrate your design concepts and processes? How can you use testimonials, case studies, or social proof to reinforce your claims and results? By telling a story, you can make your pitch memorable and persuasive.

4 Anticipate objections

Your pitch should not ignore or avoid potential objections or concerns that your clients may have, but address them proactively and confidently. How can you anticipate the most common or likely objections, such as price, quality, or timeline, and prepare convincing responses? How can you use data, evidence, or logic to support your arguments and counterarguments? How can you use empathy, rapport, or humor to diffuse tension and overcome resistance? By anticipating objections, you can reduce the risk of losing your clients.

5 Ask for feedback

Your pitch should not end with a passive or vague call to action, but invite your clients to give you feedback and ask questions. How can you encourage your clients to share their thoughts, opinions, or suggestions on your design work and pitch? How can you listen actively, acknowledge their feedback, and address their questions? How can you use feedback to improve your design work and pitch, or to identify new opportunities or challenges? By asking for feedback, you can show your clients that you care about their needs and goals.

6 Follow up

Your pitch should not be a one-time event, but a continuous process of communication and collaboration with your clients. How can you follow up with your clients after your pitch, to remind them of your value proposition, to update them on your progress, or to offer additional information or incentives? How can you maintain a professional and friendly relationship with your clients, to show your appreciation, to seek referrals, or to request testimonials? How can you use follow-up strategies, such as emails, calls, or social media, to stay in touch and close the deal? By following up, you can increase your chances of winning over your clients.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?