Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Delivering Pitches to Clients 0:00: Delivering pitches to clients and understanding clients vs. prospects. Mercer defines "pitches" as customized offers delivered one-on-one to clients, while Jeff adds that it's about presenting solutions to the client. Jeff notes that winning business through warm introductions can be beneficial, but it also means that the necessary due diligence and planning may be overlooked, leading to a less profitable outcome. 3:29: The importance of pitching in sales. Jeff acknowledges the importance of pitching in sales, recognizing that it's a necessary step to close deals and feed the funnel. A well-crafted pitch should take potential customers on a journey from problem awareness to solution awareness, making them more likely to choose your services. 7:08: Pitching and proposals in sales. Jeff distinguishes between three phases of a pitch: the discovery call, the pitch itself, and the meeting with decision-makers. He recommends not giving a proposal immediately after the pitch, instead building the solution after the pitch and delivering a proposal 24-48 hours later. 11:09: Customizing pitch decks for potential clients. Jeff describes a common pitching tactic: using boilerplate language with customized examples to make it look like they did their homework, while also showing a personal touch to make it seem specific to the prospect. 14:32: Pitching and sales strategies for small businesses. Mercer’s approach to pitching involves identifying the customer's pain points and proposing a solution that solves their problems, rather than simply selling a product or service. Jeff emphasizes the importance of authority and audience in crafting a successful pitch, highlighting the need to understand the target audience and demonstrate expertise in the marketplace. 18:06: The importance of pitching and audience size in business. Pitching is not about being sleazy, but rather taking the prospect on a journey from problem-aware to fully aware of the solution, often through multiple follow-ups. Jeff suggests that pitching and discovery can increase success rates with unconverted individuals, with audience size determining the number of people reached at any given time. 21:46: Marketing and pitching strategies for businesses. Mercer clarifies the difference between pitching and marketing, emphasizing that pitching involves asking for a specific action (e.g., becoming a lead). In contrast, marketing is more general and builds trust over time. Jeff agrees, noting that a corporate blog post with a clear call to action can come across as pushy, while a more subtle approach can be more effective in building trust and credibility. 25:59: Marketing and sales strategies for business growth. Mercer compares marketing to a map with multiple bridges, each with its unique pitch, to move prospects from one stage to the next. He emphasizes the importance of timing in marketing, noting that asking for a sale too early can harm success. Jeff believes that sales and marketing should work together to create a seamless experience for customers, with marketing providing valuable leads and sales maximizing the value of those leads through effective pitching.