When pitching for new business it can often be difficult trying to distinguish yourself from the competition.  Many business’s both new and established can sometimes forget the basics.

New customers are like babies, they need a lot of attention and make a lot of noise when their not happy.  To win and retain new customers, you must:

1. Question. Go back to basics with the 5 W’s – (Who, What, Where, When, Why)  By questioning your prospective customers, you can get a clearer idea of what they want.
2. Listen. Keep quiet.  curb your enthusiasm to speak.  This is where you will obtain valuable client information.
3. Understand. This is where a lot business’s make mistakes.  This usually results in a lost pitch or client.  The main reason for this, is a lack of attention in the first two stages.

When trying to win new customers remember the “Them principle”  You have to “question them” “listen to them” and most of all try and “understand “them”