Why It's Not About You, with Robin & Steve Boehler

Before I introduce our very special guest experts joining this episode of Sell With Authority, I want you to pause and consider something.

What if the reason you're not winning more new business has very little to do with your talent…
your portfolio…or even your credentials?

What if the pitch you're preparing is focused on the wrong thing?

Here's the hard truth: winning pitches aren't about you.

In their outstanding new book, It's Not About You: Winning More Business in a Crowded Agency World, Robin and Steve Boehler of The Mercer Island Group pull back the curtain on what really happens inside agency pitch rooms — from the client's side of the table.

Robin and Steve have spent decades helping iconic brands. Along the way, they've seen thousands of pitches — which means they know exactly what separates the winners from the ones that never had a chance.

Your prospect isn't deciding whether your agency is clever or impressive. They're deciding whether you truly understand their business — and whether you can help solve what matters most.

In this conversation, Robin, Steve, and I explore why it's not about you is such a powerful principle, why listening beats talking every time to shift your focus from your agency to your prospect, and how to adopt a truly prospect-friendly pitch.

What you will learn in this episode: 

• "It's Not About You" is the ultimate biz dev philosophy for agencies — how to make it your own
• How to bond with prospects over their problems instead of your solutions
• How AI and new tech are changing the game for agency research
• How to navigate pitch conversations so the client believes they're driving, while you guide them step-by-step to the close
• Examples of what separates winning pitches from those that lose the room
• Pro tips for structuring your Q&A process so you don't miss a thing
• How to use Robin and Steve's field guide so your agency can consistently raise the bar

Resources:

• Website: https://migroup.com/
• LinkedIn: https://www.linkedin.com/company/mercer-island-group/
• Facebook: https://www.facebook.com/MercerIslandGroup/