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September 30, 2010 / Mike Biggs

How to rate your knowledge when pitching to your client

Clients are the experts in THEIR business, whilst you are the expert in yours.

When pitching there is a nice zone that lives just below the clients level of knowledge on their business that allows you to be almost equally knowledgeable, AND appear to still have the desire and energy to invest in getting to know the client’s business.

Just like Avis Car Rental company once said:’ We’re number 2, so we try harder” This was and is a strong message which is especially noteworthy when pitching in the service business.

Here’s my diagram.


One Comment

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  1. Jake Thomas / Sep 30 2010 6:07 pm

    Very, very spot on.

    It’s a very delicate line between squashing your customers egos while giving them the advice they need!

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