Zig When They Zag
While your competitors are playing it safe, you should be the wild card. Whether it’s a quirky demo or an off-the-wall pitch angle, make sure you’re the one they remember after the meeting.
In a sea of beige, be the technicolor standout. Your competitors might be sticking to the script, but you’re here to steal the show. Imagine this: everyone else is showing up with boring PowerPoints, and you roll in with an interactive demo that has them laughing, learning, and leaning in. That’s how you make an impression.
Think outside the box and bring a touch of creativity to your pitch. Use unexpected visuals, tell a memorable story, or even incorporate some humor. How about a live demo that showcases your product in a way they’ve never seen before? Or maybe an analogy so spot-on they’ll be quoting it at their next meeting?
Being the wild card isn’t just about being different for the sake of it—it’s about being memorable. It’s about standing out in a good way, showing that you’re not just another cookie-cutter solution. You’re the one who’s thinking creatively and bringing fresh, exciting ideas to the table.
Remember, it’s the bold moves that get noticed. Don’t be afraid to take risks with your presentation. When everyone else is zigging, you should be zagging. Show them you’re not afraid to break the mold and do things differently. It signals confidence, innovation, and a willingness to go above and beyond.
At the end of the day, you want them to walk out of that meeting saying, “That was different—and impressive.” Leave a lasting impression that sets you apart from the pack. Because in the crowded world of adtech, it’s not just about what you’re selling, but how you sell it. Be the wild card, and they’ll be talking about you long after the meeting ends.
Embrace Your Inner Clown
A little self-deprecation can be your secret weapon. Show them you’re not some soulless corporate drone. Crack a joke, share a humblebrag—make them laugh and you’ve got a foot in the door.
Let’s face it, no one enjoys talking to a robot in a suit. Instead, show that you’re human—flaws and all. Sprinkle in a bit of self-deprecating humor to break the ice. Share a funny story about a pitch that went hilariously wrong or an embarrassing tech fail. It’s about being relatable and authentic, not just polished and perfect.
Humor disarms and connects. When you make them laugh, you’re creating a bond. It shows that you’re approachable and down-to-earth. And let’s be honest, in the stiff, buttoned-up world of adtech, a little levity goes a long way.
Balance your humor with a humblebrag or two. Mention that time you closed a big deal, but in a way that’s more “aww shucks” than “look at me.” It’s a subtle way to highlight your achievements without coming off as arrogant.
By being candid and funny, you’re not just another salesperson—they’ll see you as someone they’d actually enjoy working with. It’s about making them feel comfortable, breaking down barriers, and building trust. People are more likely to buy from someone they like and can relate to, not from a corporate drone.
So, go ahead, crack that joke. Share that humblebrag. Show them that you’re human, and you’re here to make their lives easier with a smile. Because when they’re laughing, they’re listening—and that’s when you can seal the deal.
Stop Trying to Be Google
Nobody’s looking for the next tech giant. They just want their current headaches to go away. Focus on solving specific problems rather than pitching a revolution. Trust me, no one wants to overhaul everything they’ve got just because you say so.
Let’s get real: your prospects aren’t dreaming of the next Google—they’re just trying to get through the day without pulling their hair out. They’ve got fires to put out, KPIs to hit, and a million little headaches that keep them up at night. What they need is a problem solver, not a revolutionary.
So, instead of pitching your product as the second coming of Silicon Valley, zero in on the specific issues they’re facing. Listen to their pain points and tailor your pitch to show how your solution can make those headaches disappear. Maybe it’s streamlining their ad placements, improving data accuracy, or boosting ROI with less effort. Whatever it is, make it clear, make it specific, and make it about them.
When you swoop in with promises to overhaul their entire system, you’re likely to get eye rolls and pushback. Why? Because an overhaul sounds like a nightmare of disruption, downtime, and training. Nobody wants to deal with that unless it’s absolutely necessary. Instead, position your product as a seamless enhancement to their current setup—an upgrade that slots in smoothly and starts delivering results without the drama.
Emphasize incremental improvements and quick wins. Show them how a few tweaks here and there can lead to significant benefits. This approach not only makes your pitch more palatable, but it also builds trust. You’re not just another salesperson with grandiose promises; you’re a partner who understands their needs and respects their time and effort.
So, drop the tech giant aspirations. Focus on being the aspirin for their current headaches. Solve the problems they’re dealing with today, and you’ll pave the way for bigger opportunities tomorrow. Because in the end, it’s not about being the next Google—it’s about being exactly what they need right now.
Don’t Diss Their Baby
Calling your competitor’s product trash is like calling their baby ugly. Bad move. Your prospect’s invested time and possibly friendships into their current solutions. Critique with care and offer your product as an upgrade, not a replacement.
Imagine this: your prospect has spent countless hours implementing their current solution, forging relationships with its reps, and maybe even defending it to their bosses. Trashing it outright is like throwing a grenade into that emotional investment. Not a great way to win friends or influence people.
Instead, be diplomatic. Recognize the good in their current setup and then gently highlight how your product can elevate what they’re already doing. “I see you’ve made some great strides with [competitor’s product], and we can build on that foundation to reach new heights.” It’s all about positioning your solution as the natural next step in their evolution, not a sledgehammer to their past decisions.
Even if there’s a new sheriff in town who’s keen on shaking things up, resist the urge to trash talk. Frame your product as a tool to help them make their own mark. “With our solution, you’ll be able to implement fresh ideas and make significant improvements.” A little flattery, like acknowledging their vision and leadership, can go a long way.
Remember, you’re not just selling a product; you’re selling a relationship. Approach it with respect and sensitivity. Show them that you’re here to enhance, not replace, and you’ll find they’re much more receptive to what you’re offering. Critique with care, offer improvements, and always keep their investment—both emotional and practical—in mind.
Final Takeaway
Selling adtech in 2024 isn’t about slick pitches and buzzwords—it’s about being real, being human, and maybe, just maybe, being a little bit irreverent. Now go forth and close those deals, but do it with style, wit, and a healthy dose of empathy.
Remember, the heart of a successful pitch isn’t found in corporate jargon or flashy presentations. It’s in the genuine connections you make, the stories you tell, and the problems you solve. Embrace your inner storyteller, channel your inner Mr. Miyagi, and don’t be afraid to walk away if the fit isn’t right. Show empathy, engage in real conversations, and explain things simply. Stand out by being memorable, and don’t shy away from a bit of humor and self-deprecation.
In the crowded, fast-paced world of adtech, it’s the human touch that sets you apart. Be the breath of fresh air they didn’t know they needed. When you approach each pitch with authenticity, empathy, and a dash of irreverence, you’re not just selling a product—you’re building lasting partnerships. So go on, be bold, be different, and most importantly, be real. Happy selling!
