I didn’t go to “Pitch Camp” at SXSW to reinvent how I sell.
But somewhere between the laughs, the live feedback, and two seriously experienced mentors giving unfiltered advice, I realized this session wasn’t just about closing more deals. It was about redefining what pitching is actually for.
It’s not about slides. Or pricing pages. Or perfect proposals. It’s about people.
It’s about building real relationships that matter.
I’m Not Here to Be a Vendor. I’m Here to Be a Partner.
There was one theme that kept coming up in this session:
“The person reaching out to you is rarely the decision maker. But build the relationship anyway.”
That hit home.
So often, I get a lead. A form fill. A referral. An RFP. And my instinct is to pitch — to share pricing, send a proposal, and hope we land it. But what I should’ve been doing all along?
Start a relationship. Ask better questions. Listen more. Find out who’s really making the decision. Not to sell them, but to serve them.
Because when you think about it…
They’re not just evaluating us. We should be evaluating them too.
The Truth: I’ve Taken on the Wrong Clients
And not just once.
I’ve taken on clients who don’t pay on time. Who text after hours. Who yell at my team. (That one’s not a client anymore, by the way.) And I didn’t start my business to be treated like that. I left my old job — and some truly toxic leadership (looking at you, Michael) — so I could build a better way.
I started YEG Digital to create an agency where the team loves logging in every day. Where we serve clients who align with our values. Where we’re excited to do the work.
This session reminded me: it’s time to clean house and get back to that vision.
Pitching Isn’t One-Sided
It’s a two-way street.
When I pitch, I’m not just trying to win work — I’m trying to decide if this is someone I want to work with.
Because a bad-fit client isn’t just draining. They take time away from the great ones — the ones who treat you with respect and trust you to help them grow.
10 Things I’m Changing About How I Pitch
These are the practical things I took from Pitch Camp at SXSW — and honestly, they’re already changing the way I approach every client conversation. Whether you’re new to pitching or looking to level up, start with a few of these:
1. Start with curiosity: “Why are we here today?”
Kick things off by putting the spotlight on them. Ask:
- Why are we here today?
- What are we trying to solve specifically?
- What would your ideal solution look like?
Let them talk. Guide them deeper. Once you understand what they’re trying to fix — and what a win would look like — you can offer the right solution with clarity and confidence.
2. Qualify early — and know what they care about.
Before you go too far, figure out:
- Who’s involved in making the decision?
- What’s the timeline?
- Is price the main concern?
- Have they worked with other agencies?
Don’t be afraid to pass if it’s not a fit. You’ll save yourself a ton of time and mental energy.
3. Remember — you’re evaluating them too.
Just because someone is willing to pay doesn’t mean they get to disrespect your team. You’re not a servant. You’re a partner. You get a say in who you work with.
If someone doesn’t align with your values — or treats your people poorly — that’s your cue to walk away.
4. Make it memorable (in your own way).
A good pitch sticks with people. Maybe it’s a story. Maybe it’s a metaphor. Maybe it’s your energy, or a funny moment, or a bold idea.
Whatever it is, make sure it reflects you and your brand. Be unforgettable — not by being flashy, but by being real.
5. Show your faces — even if you’re remote.
Clients want to know who they’re working with. We recently started using Capturely for remote team headshots so we can include them in proposals. It’s a simple move that makes everything feel more personal.
6. Never just send the proposal. Walk them through it.
If you can’t present in person, present on Zoom. If you can’t do Zoom, record a Loom video.
Walk them through it.
This one step puts you ahead of 90% of others who just email and hope for the best. It sets the tone for how you work — clear, thoughtful, and committed.
7. RFPs are hard — but don’t skip the relationship.
One of the biggest frustrations with RFPs is that they often keep you away from the decision maker. That’s a problem.
So many agency owners I know skip RFPs entirely for this reason. If you can’t build a real relationship, you’re just another box on a spreadsheet. See point #3 — it matters here too.
8. Focus on earning the next conversation.
You don’t need to close the deal in one meeting. Just get to the next one.
Like a marathon runner aiming for the next mile marker, your pitch should be about progress, not perfection. Stay in the game. Be the one who keeps showing up.
9. Even if you lose, follow up and stay human.
One of my biggest regrets was losing a project I thought I had in the bag — simply because I didn’t follow up.
Not even a thank you. No value add. Just silence.
Now? I keep notes on what the decision maker was interested in — whether it was business-related or personal. Then I check in from time to time. Share articles. Invite them to events. Drop a line just to say hey. It keeps the door open — and shows them you care.
10. Be you. Always.
- You don’t need to perform. Just show up as you.
- People aren’t hiring your logo — they’re hiring you.
- Your perspective. Your voice. Your way of solving problems.
- Be honest, be human, and the right people will connect with that.
Real Talk: My Life’s Work Isn’t Just My Business
Someone in the room said, “This is my life’s work.”
And while I don’t feel that way about running an agency, it did resonate with me.
My life’s work isn’t just to build a business. It’s to find out why I’m here — and to live that out fully.
To serve.
To build up others.
To lead with faith, humility, and a ton of heart.
To create a team culture that’s joyful, honest, and impactful.
So yes — I’m working on how I pitch. But more than that?
I’m working on how I show up.
Not just to win clients. But to build something that truly matters.
Final Thought: Pitch Less. Connect More.
If you’re still pitching like you’re filling out a form and hoping for the best… stop.
Get in the room. Ask real questions. Tell better stories. Show up with your full self.
This isn’t about closing a deal. It’s about building something bigger — for your clients, your team, and yourself.
Let’s raise the bar.
