Sifted Summit 2023 was a valuable experience that provided not only an opportunity for networking and learning but also a front-row seat to the shifting sands of the tech industry. The event was a testament to the resilience and adaptability of the tech community, which, even in the post-COVID world that brought the last 18 months of uncertainty due to various layoffs across Europe, navigated through change with caution, intelligence, and a renewed focus on creating value.
It also showed that the days of low-hanging projects and rapid, often unsustainable growth are behind us. 2023 is a time of strategic recalibration:
- Venture Capitalists had a noticeable reservation and seemed more cautious and discerning in their investment approach,
- In contrast to their traditionally aggressive growth trajectories, startups appeared leaner and more focused on sustainable development,
- Large companies wield their tech accelerators with more authority and strategic intent.
A sustainable and value-based approach means startups, VCs, and enterprises don’t take anything for granted. That’s why through The Pitch, your task is not only to show understanding of your prospect’s values and show your own, as well as your expertise, pinpoint the prospect’s goals, and show how you’ll help them reach them, but you also have to be prepared for any follow-up questions.
And… in this current environment, you have to ensure the prospect gets precise answers that highlight not only all the elements of your process but also all the values you bring to the table further. That is what can set you apart from other vendors with, let’s be honest, a similar Pitch.
The Follow-Up Questions at Sales Pitch
- 01. Can you provide examples of your experience working in our industry?
- 02. How do you manage projects to ensure they are delivered on time and within budget?
- 03. What methodologies do you use to handle scope changes or additional feature requests?
- 04. How do you approach project cost estimating and budgeting? Are there any additional costs that we should anticipate throughout the project?
- 05. What is your standard procedure for resolving disagreements or conflicts?
- 06. How do you handle software updates and patches post-development?
- 07. How do you manage ongoing development and scaling needs for evolving projects?
- 08. How do you ensure the continuity and sustainability of your services over the long term?
- 09. How do you stay updated and incorporate the latest technological advancements into your work?
- 10. How do you manage version control and code documentation during a project?
- 11. What measures do you take to ensure the security of the software you develop?
- 12. What is your standard process for deploying software to a production environment?
- 13. How do you ensure data integrity and security during development?
Preparation and Transparency Come First
I would advise you never to underestimate the power of preparation. Showcasing your expertise and value through case studies and writing a follow-up with all things discussed is essential, but answering the follow-up questions boldly and honestly is even more critical.
In today’s business landscape, scepticism prevails across all sectors; people have grown wary and no longer take things at face value. Therefore, it’s crucial that, right from the onset of a project, we avoid disillusioning clients by overpromising in our proposals. Maintaining transparency and realism in our initial pitches is essential to uphold trust and credibility throughout the collaboration. Stand your ground because that kind of approach builds not only long-term partnerships, but also your best selling tool: word of mouth and recommendations.