So it’s taken you several weeks, or even months to get to the analyst you want to sit down with (in person or on the phone) to give your pitch.
Photo by me. Shot at Coney Island / NY. Please share, but credit.
Now that you are set and ready to make your pitch, here are some helpful tips:
1. Send your presentation 3 – 5 days in advance of the briefing.
2. Send an email confirming days and time (correct time zone too) with the analyst or the person who is coordinating the briefing.
3. Do an articles search and see where the analyst has been recently quoted and what’s on their mind.
4. Think like they do and ask yourself hard questions like why do you matter, how will you lead, what customers do you have that are using your technology or application?
5. Be armed and ready with something to send right after the call. An upcoming news release. A customer story. Something of substance that you can offer right then and there that will lend credibility and show that your company is very and forward thinking.
6. Prepare your own questions for the analyst you are going to brief. What are their pain points? What do they see on the horizon? Is your message resonating? Don’t be afraid to ask for feedback. Make a list of things you want to learn from them.
7. Make a list of your media targets and ask the analyst what media targets (print, online, blogs) they respect and actually read.
8 . Let the analyst know what industry shows and events you plan to attend and see if he / she will be attending as well. (Maybe you’ll be speaking at one of these events?). Some analyst firms (like IDC or Gartner) have their own conferences and events, so make sure you know this in advance.
9. Make sure you dial in 3 – 5 minutes before the scheduled time. It’s like showing up to an appointment early. You don’t want to get caught in a telephone traffic jam. Allow for conference call screw-ups, wrong access codes, and make sure you have an alternate number in case of phone problems.
10. Prepare and rehearse your pitch with someone in your office other than your direct co-workers. That way, someone fresh and new can hear your pitch — and maybe even learn something new about the company!
Got other suggestions? Email them to me: alan at weinkrantz dot com