The Win Without Pitching Manifesto

Product Information

We are not trying to talk the client into hiring us, and where we invite him to say no early and often."

It sounds like a fait accompli. But Enns has robust countermeasures to offer. The 12-step manifesto signposts a trail blazed by businesses which have dared resist pressure to pitch. They’ve found a more satisfying and lucrative way of doing business. Tips include encouraging agencies to specialise and be genuine experts in their field, breaking free from the adrenaline rush of the big pitch and replacing presentations with conversations and collaboration. Enns advocates diagnosis before prescribing a solution with a genuine understanding of what clients need. we should not progress so far as to share our diagnosis with the client before we are hired and appropriately paid."

Customer reviews

We do not begin to solve problems before we are engaged. Rememeber: Always charge for diagnostics phase (finding and reccomendations). Proclamation = “a public or official announcement, especially one dealing with a matter of great importance.”)

This book will help you rethink how you approach your marketing and sales. It will reframe the stories you were telling yourself about how sales can be manipulative. Also, it will help you embrace the process by also disproving the typical belief that if "you build it they will come". Our clients should be in a situation that is hard to not take our advice. Because we are the experts, we are commited and should be trusted upon. Never apologize for charging more, it’s fair compensation for the increased value we deliver as experts Our mission is to position ourselves as the expert practitioner in the mind of the prospective client."It is not our objective to sell, convince or persuade. It is simply to determine if there exists a fit suitable enough to merit a next step." The lesson is that the most successful clients, whether owners or executives, have achieved their success in part because of their ability to take control - their ability to rise above and orchestrate others. This is their strength; and even though it is not always in their best interest, it is in their nature." each and every interaction in the buying cycle is simply to see if there is a fit between the client's need and our expertise suitable enough to take a next step." Fewer Options of Better Quality: "When we present creative options we will strive to limit them to as few as practical. There is an inverse correlation between the quantity of creative options we present to the client and the confidence we have in their quality. When we present options we will recognize our obligation to recommend one over the others.