Here’s the Pitch

If you asked someone just a couple of years ago to describe what a pitch meeting might look like, they’d probably describe a conference room, a captive audience of client representatives, and a salesperson energetically going through a pitch deck.

Ask someone to describe a pitch meeting now, and they’re bound to say, “a bunch of talking heads on a Zoom call.”

Such is the shift that’s occurred in the business world, and it is a seismic one. We’ve all heard the stories and read the articles about remote working and the slow death of the “physical office.” But what’s talked about less is how this shift has impacted the sales process and the art of the in-person pitch.

It goes without saying that pitch meetings held online are lacking in comparison to their in-person counterparts. But why is that? Well, there are a few reasons:

First off, let's talk “vibes.” There’s something about being physically present at a meeting that ups the energy level and sets the stage for a killer presentation. In person, you can feel the excitement (or lack thereof), read the room, and adjust your strategy on the fly. Picking up on the vibes of your prospect, and reacting accordingly - both big factors when it comes to the likelihood of closing a sale. Not so easily done through a computer screen.

Then there’s the trust factor. In-person meetings have the capacity to build trust like nothing else. Shaking your prospect’s hand, sitting directly across from them, making eye contact throughout your presentation - all of that communicates, “I’m here, I’m real, I’ve got your back.” That personal connection in a pitch meeting is priceless. It’s tough to establish the same level of trust over a video call where half the time you’re worrying about the strength of your WiFi signal.

On top of personal connections, there’s also rapport. In-person meetings aren’t just about trust, they’re also about bonding with your prospects in a way that you can’t in the digital space. You can share a laugh, swap stories, maybe even grab a coffee together. It’s little things like that that turn a run-of-the-mill sales pitch into a genuine connection - and a higher chance of closing the deal.

But it isn’t just about warm feelings and good vibes. At the end of the day, in-person pitch meetings are just a more practical way to get the job done. Do you need to demo your product? You can do it right then and there, and let the prospect get hands-on with it if they’d like. Diving into the nitty-gritty details? You can flip through slides without worrying about screen-sharing mishaps. There in person, you can present your product or service in a real-life setting, roll with any punches, and keep the momentum going without missing a beat.

There’s that old saying, “you can never go back.” And to an extent it’s true - the Zoom meeting is probably here to stay. At this point, it has its rightful place in the sales game. But, if the opportunity presents itself, you should never overlook the potential of an amazing outcome from an in-person pitch meeting. It’s where trust is built, connections are forged, and deals are sealed with a firm handshake (or an enthusiastic fist bump).