We pitch all the time, everytime, all day long. Whether you aim to convince someone you fancy to accept your invitation or a business partner to fund your crazy idea… it’s always about pitching!
The Pitch is a line of talk that attempts to persuade someone, with a planned presentation strategy of a product or service, to initiate/close a sale.
A sales pitch is essentially designed to be either an introduction of a product or service to an audience who knows nothing about it, or a descriptive expansion of a product or service that an audience has already expressed interest in.
Yet, pitching is not about sales, only. Actually, pitching is about strategically driving your target audience to follow your argument. I assume that when going out for a first date, we all aim to promote how amazing we are to drive or nudge the other party towards where we hope to get them, whatever that destination might be!
Whatever your field of application, personal or professional, to become a professional, you are expected to PREPARE to not only become confident, but, actually, to feel so.
The perfect pitch
Practice!
We’re all heard the mantra “practice makes perfect” time and time again. You have to practice (a lot) to reach the level of familiarity and comfort for a flawless presentation: it’s never about learning by heart (the worst mistake!) but instead refining your spider senses to feel what the key stakeholder in front of you actually feels. Hence, your focus is constantly on the person you address more than on the delivery.
Prepare!
Before you make your pitch, you’d better do your homework. Whether it’s someone you fancy or the businessperson who holds your future, your research them and what moves them. Do they like French avangarde cinema? You must know by heart all of Truffeaut and Godard and use them as pivot of any argument you craft! Be reminded: it’s not about faking that you care about that, but using that as a bridging element of engagement and to share closeness.
Connect emotionally!
While some presentations are more formal and have rigid structures, pitches tend to have more flexibility and should go with the flow: that’s why you pitch a story rather than a long list of raw data! Research proves that even decisions we believe are logical ones are arguably always based on emotion. Like for sharing a common ground is not about pretending you care about something you don’t care for, but, actually, building a relationship.
Come with a negotiation strategy
The negotiation is arguably the hardest – not to mention the scariest – part of a business pitch: you need to come up with a plan for negotiating. What is your BATNA? Get ready to diverse scenarios and always aim for mutual gains. Be reminded: as much as you should not avoid the negotiation part, don’t rush into it too early. How to know when is the right time? Once more, by practising and making experience!
BE BRIEF!!!
This applies specifically to a business and professional context. If you’re given 7 minutes, as you practice time yourself to finish in 4, as during the presentation, you’ll actually finish in 5/6, yet still with a minute to prove you’re a pro by sticking to time, and – more importantly – to answer any answer they might have. Both strategies will project you as a most valuable partner.