What techniques can you use to tailor your pitch to a controller?

1 Know your numbers

Controllers are not interested in vague promises or emotional appeals. They want to see hard data and evidence that your solution can deliver results and save money. Before you pitch to a controller, make sure you have prepared your numbers and calculations, and that you can back them up with credible sources and references. Show them how your solution can improve their key performance indicators, reduce their costs, and increase their profits. Use charts, graphs, and tables to illustrate your points and make them easy to understand.

2 Address their objections

Controllers are likely to ask you tough questions and challenge your assumptions. They may also have some preconceived notions or doubts about your solution. Don't avoid or dismiss their objections, but address them head-on and with confidence. Use logic and facts to counter their arguments and show them how your solution can overcome their pain points and risks. Anticipate their common objections and prepare your responses in advance. Demonstrate your expertise and credibility by providing relevant examples and case studies.

3 Respect their time

Controllers are busy and value efficiency and productivity. They don't want to waste time on irrelevant or unnecessary information or features. They want to get to the point and make a decision quickly. Respect their time by being concise and clear in your pitch. Focus on the most important and relevant benefits and outcomes of your solution, and avoid any fluff or filler. Use bullet points, summaries, and headlines to highlight your key messages and make them easy to scan. Follow their lead and pace, and don't pressure them to make a decision before they are ready.

4 Align with their goals

Controllers are driven by results and performance. They want to achieve their goals and exceed their expectations. They also want to be recognized and rewarded for their achievements. Align your pitch with their goals and show them how your solution can help them succeed and stand out. Use specific and measurable outcomes and milestones to show them the value and impact of your solution. Appeal to their sense of pride and ambition by showing them how your solution can give them a competitive edge and enhance their reputation.