Public Relations & Social Marketing Insight

Best tip for how to pitch a client? Don't make them feel defensive. They may want better online marketing, but criticism of their website can feel personal. ...

And now some kid tells you that your website has serious problems? And you have to fix them right away? And it’s going to cost you how much money? Does he really think he knows more about your business than you do? It really can’t be that bad or you would have noticed. You’re doing just fine, thank you very much.

That’s exactly how business owners and stakeholders can feel when you’re pitching your services. Defensive. As an online marketer, you know that your work on their website can improve their business and help them make money. You even have proof in the form of research and reports about their website and their competitors’ websites. But if you put your potential client on the defensive, chances are that you’ll be escorted politely to the door even if they’re the ones who asked for a proposal in the first place.

Instead, when you’re thinking of how to pitch a client, anticipate the reasons that they might feel defensive and try to prevent it. Here’s how....

When deciding whether to work with a new client, how do you tell if you should invoke the "Life's too short" rule?

That's the subject of this month's newsletter....

[Michael McLaughlin shares heartfelt advice any consultant can appreciate - JD]

My good pal and now co-author of “Marketing In The Round,” Gini Dietrich, says we should be more personal in our blogs. Tell more stories. Acknowledge when we need to get better at how we run and market our businesses. In her blog, Gini has spoken with ruthless honesty about some of the challenges she’s faced in her business.
And though it pains me to admit when Gini’s right…
I’ll share a story in which she plays a major role....

[Great reminder for any business or solo consultant - JD]