BBH Labs’ Post

Agencies that have a high pitch win rate are not pitching better - they're qualifying better. When agencies hear that another agency has a high pitch win rate, they always want to know what the magic sauce is. Whilst of course some agencies do pitch better than others, I think most of the magic of a high pitch win rate happens higher up the funnel, not at the bottom. If your proposition is clear, you know what a perfect client looks like and then you qualify hard by asking the client lots of questions to work out if they're a good fit... Then there is no way you should be pitching for work that you don't have a REALLY good chance of winning. Your win rate should be at least 60% - at an absolute minimum. Most agencies seem to sit in the 25% - 45% win rate bracket, and I reckon lots could get to comfortably over 60% by changing nothing about their pitch - just by qualifying better. Agencies waste way too much time pitching for work that they are never going to win. That's time that could be used in so many other more valuable areas of the business. We used to ask clients lots of qualification questions, but my favourite was always 'how many agencies are you inviting to pitch for this?'. The worst response I ever received was a client that had invited 36 agencies to pitch... My big toe had more chance of becoming an astronaut than us winning that pitch, so I politely declined the opportunity and decided to focus our efforts on more deserving clients!

What I don't get is why CLIENTS still want pitches. Even if the process got you better ideas. Was the best way of working out if you were a match. And flushed out what it was like to work with the agencies. (And all of that is hugely debateable). The process of pitching guarantees you ONE THING. That when you appoint that agency... Invest big money in them... With their smartest and best brains... That their attention will IMMEDIATELY be on the next pitch. Pitching completely shatters attention away from servicing clients to the best of ability... And onto a relentless conveyor belt of pitches. Every time you hold a pitch, you encourage a system that in turn encourages your agency NOT to focus on you. Particularly those senior brains you you liked so much. It's mutually assured destruction. Absolutely MAD. There are other ways. Nothing else is procured like this. The world has changed. There's too much stuff. Time to put pitching behind us?

We just want you to get us “high ticket clients” …a cofounder said to me. So I asked him: Rishi (name changed), how do you think I will do that? Rishi: You’ll find 100 people, who need our services. ⬇ Then you’ll pitch them with persuasive words ⬇ And tadaaaa, you’ll book 20 discovery calls ⬇ From there, I’ll handle it. Me: You’ve already tried this approach before, right? Why do you think it didn’t work? Rishi: *long pause* umm… I’m not sure. Me: It’s because you have done 0 groundwork. I’ll tell you how I booked 5 discovery calls by pitching 30 prospects. 𝗢𝗻𝗲. I created a SUPER SIMPLE & HIGH VALUE offer. "I’ll get you 2-5 clients, in 60 days" 𝗧𝘄𝗼. I created an impressive profile. No one will give you $1500 if they look you up on the web  & find that you’re a beginner 𝗧𝗵𝗿𝗲𝗲. I created a portfolio. It creates a huge difference when I “Tell” someone what I can do VS  “Show” someone what I can do 𝗥𝗲𝘀𝘂𝗹𝘁: 𝗜 𝗯𝗼𝗼𝗸𝗲𝗱 𝟱 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗰𝗮𝗹𝗹𝘀 & 𝗹𝗮𝗻𝗱𝗲𝗱 𝗼𝗻𝗲 𝗻𝗲𝘄 𝗰𝗹𝗶𝗲𝗻𝘁, 𝗶𝗻 𝟲 𝗱𝗮𝘆𝘀. Are you struggling to land clients? It is because: One. They don’t listen to you. Two. They don’t find you credible. Luckily you can hit two birds with one stone. Personal Branding! Ps. Do you consider outreaching, along with personal branding, to land clients? =================== If you’re a coach who just want to land clients from LinkedIn, DM me “CLIENTS” I'll do the personal branding and outreaching for you. And greet you with 2-5 new clients in 60 days. 😄🍻

If you told 16-year-old me that my first cold call would lead to running a full-blown agency… I would've laughed in your face! 😅 Picture this: It’s a summer afternoon, I'm working in my dad’s business, staring at the phone, nerves kicking in. I spent ALL day avoiding that call until my dad finally convinced me to do it. Did I know he was secretly recording me the whole time? Not a chance 😂 But looking back, that moment is pure gold. That first call was a little shaky, but it lit a fire in me. I kept making those calls, getting better with each one, and before I knew it, the stats proved it - I was actually GOOD at this! Fast forward to today… I run an agency full of like-minded pros who live for this stuff! 💪 We’re out there making cold calls for businesses all week long, turning potential leads into opportunities. That first shaky call was just the beginning. Now we do it on a whole new level, for companies who need someone to handle their outreach like a pro. The moral? Sometimes, all it takes is one nervous step out of your comfort zone to change your life completely.

How detailed should your pitches be? There is a lot of conflicting information out there on how to pitch clients: what works, what doesn't work, and how to get them to pick you amongst the other TONS of options out there. The annoying truth is that a lot of different tactics work, however, let's filter through some of the noise and cut right to what works. There is a time and a place for long, detailed pitches. One of those time is for dream clients. If there is someone you have always wanted to work with, you should go the extra mile to create a above-and-beyond pitch. Outside of that, the other time to create a detailed pitch is if you have a warm lead (meaning they have responded and are interested in what you have to say or do). This can be in the form of a response or something you send them after the first time you hop on a call. Personally, I send semi-detailed pitches (nothing more than a handful of paragraphs) and then after we hop on a call and I hear more about their pain points and what they need, I create ridiculously detailed and thorough proposals. This is how you avoid spending hours and hours on pitches, only to hear crickets back.

I've got your butt covered. 😂 Running a business can leave you feeling...exposed. Every day you're trying to: - Find new clients - Book more calls - Write better pitches - Close bigger deals It's exhausting. It's overwhelming. And sometimes it feels like you're just showing your whole...self to the world. That's why I wrote Pitch Slap. Because getting clients on LinkedIn shouldn't be a knock-out fight. It shouldn't leave you bruised and beaten. It shouldn't make you feel exposed. It should be effortless. Natural. Maybe even fun. So if you're tired of: ❌Cold outreach that gets ignored ❌Sales pitches that fall flat ❌Methods that just don't work Let me cover your butt. (Sorry, had to say it one more time 😂)

I started my agency in 2022 and almost went bankrupt... To the point where I couldn’t pay my own rent... This year, the agency is on track to do... Half a million dollars before the end of the year... Here are the three things... That I wish I knew before I started my agency... ✅ Every business needs a kickass, no-brainer offer... An offer that leads cannot refuse... An offer that is so valuable... That they'll feel stupid saying 'no' to... ✅ Every business needs a system... A system to attract clients on a monthly basis... To fill up their pipeline... And to be able to close at least fifty percent... Of all those leads that end up booking appointments with them... ✅ Don’t undervalue the power of a roadmap for your leads... You need to have a way of showing your leads... How they're going to go from their pain point right now... To their desired outcome in the future... Implement these three things... And let me know how it goes...

Have you worked on developing your Pitch? Creating a great pitch is not as easy but many do it and you also can make a Pitch that works for you. Just takes a little effort. This post offers you a guide to make a Pitch for you. Open up and see how you can do this. https://lnkd.in/ge6UKw_m

I've got an "Anti-Pitch" mentality. Agency owners are familiar with the horrors of pitching. You get a lead. You’re asked to bid. You spent hours: - Preparing strategies - Designing pitch presentations - Giving free recommendations You’re at the mercy of the client. You lack power over the sale. I know because I’ve done several pitches. It sucked. The good news is, there’s a better way. You can: - Win more sales without pitching - Close clients with conversations - Sell without giving away free work By using a simple 4-step framework. That shows you how to close deals. Without pitching. I lay them all out for you in this 5-min video: https://lnkd.in/gFVKEiBu You walk away with a selling strategy that brought $250k+ to my business.

A lot of agencies tell me that pitching feels one-sided. The client asks for something (a detailed spreadsheet requiring hours of work, a last-minute change to the schedule that causes chaos, mid-stream changes to the brief or success criteria…) and the agency feels they must comply. The client calls the shots. It’s just the price of playing the game. But I don’t think that’s true. I think there are multiple opportunities to take back power over the pitch, starting with these. https://lnkd.in/ejM3yfNq #smallagency #agencygrowth #agencynewbusiness #businessdevelopment #newbusinessstrategy