Chapter 17: How to pitch for an event
- What does pitching for an account mean?
- The personal selling process
- Develop a unique value position
- Content of the pitch
- Elements of an effective pitch
- Effective presentation skills
What does pitching for an account mean?
Pitching for an account is only one component of a more extensive process. Sometimes the events company on its own will be asked to pitch; sometimes a number of competitors pitch for the same account; and sometimes the events company uses what is called the personal selling process to acquire the account. Personal selling is a popular marketing technique.
The events company will use this technique to market its abilities and create awareness of the company or consultancy. Even if a company was invited to pitch (rather than approach the client themselves) some of the principles of personal selling will apply, as discussed below.