Soft Skills Matter When Pitching Buyers, Says ANGE's Clarissa Foote  2/27/2024

When you are pitching a buyer who is having 70+ meetings at an Session, it's important to stand out, which means reading from a slide deck or burying them in data is not going to cut it. In this interview with Joseph Tarnowski at ECRM's recent Beverage, Convenience and Impulse, Front-End & Checklane Sessions, Clarissa Foote, a buyer at Associated Grocers of New England discusses what stands out to her when she meets with a brand for the first time.

Some key takeaways:

  • Be fun and engaging with your product presentation
  • Don't use too many slides
  • Let your personality and uniqueness shine through
  • Avoid getting into the weeds with data -- use just enough to make your point, save the rest for later.
  • Try to relate on a personal level

It should go without saying that you should do your homework on the buyer's company and come prepared to present in terms of the buyer's needs, but remember, people do business with other PEOPLE, so make sure you establish a great personal connection as well!

To this point, networking functions at ECRM sessions, such as meals, cocktails and roundtables are a great opportunity to further your personal engagement with other participants and help move these relationships forward!

Click here to see the various networking and educational opportunities available at ECRM Sessions!


Joseph Tarnowski

VP Content

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