How to be pitch perfect!
By Bryan Schriiffer – Managing Consultant at Rowe Advisory Pty Ltd
If you’ve been to a business networking event, you will have had others at the event bombard you with endless pitches and wanting your business card so they can contact you after the event. At the end of the event only a few of the pitches will have stood out that you will remember, not because of who delivered them, but what caught your attention and made you want to hear what they had to say next. Even less were those pitches that got you to take action.
What sets those pitches a part? How can you ensure that your pitch generates the same level of interest and conversation? If you are trying to get people interested in your business, or you are looking for investors for your new start up, your success depends on your ability to explain what makes you and your business unique, memorable and stand out for all others.
Over the years I have learnt by trial and error and taken on board the pitches that I was inspired by and I wanted to know more.
Your mission is to build a pitch which you can memorize, refine and deliver in 30 seconds or less…
The old adage that you have less than a minute doesn’t hold true today, less is more! you now have less than 30 seconds to create a great impression, deliver your pitch and hook the potential customer. Here are the secrets I have learnt over a number of years, and I hope by sharing these with you, you can benefit from these, achieve success and overcome the fears a lot of people face with the elevator pitch or networking event. Here is what I find works:
1. Get a Great Opening
Start strong…Your success depends on your opening line. It has to catch attention, create interest and make people want to know more. Tell them what you do, not what you are (I keep PC networks operational – IT consultant, I save businesses money – Business consultant, I help my customers have a great day – Coffee barista. Don’t be boring, no one want to listen to someone drone on.
2. Be Genuine, Be Passionate
Creating interest is the key, remember it’s about your integrity, be genuine don’t make outlandish claims about yourself or your company (if they are not true), you risk ruining your credibility. Get excited about what you do and tell people, put expression in to your voice, convey enthusiasm, it’s infectious.
3. Know Who You Are Talking to
What does your audience do, it helps to target your pitch to what they do. When creating your pitch, keep in mind who you are targeting. You should be able to alter it to meet your audience. Start your pitch with information the person you are talking to would care about. Remember their name, the easiest way to do this is say it to yourself two or three times, everyone likes to hear the sound of their name being spoken.
4. Repeat the Key Information
Like a TV ad that repeats the phone number at least twice, begin with the key important and end with the key important so people remember what you said, “I make the world’s best coffee, my name is Jake, I’m from Global Coffee.
5. Use Plain Language
It is important that everyone understands what you are talking about, keep it simple, focus on the what problem your business solves. Be truthful, focus on why you are the person to do this and why you’re solving this problem.
6. Keep it Relaxed
Most people would rather have it be more conversational. Start with the problem you are trying to solve, the way the current alternatives are lacking. Then, briefly describe your solution.
7. Be Interested in them
This is about them as much as you, ask questions (who, what, how, why, where, when) to learn as much as you can about the person you are talking to and what they do. This is about getting an insight in to what is important to them. Ultimately this is about building relationships.
8. Tell, don’t sell
Part of your goal is to get people to act on your pitch. Tell the person you are speaking to about your story, do not try and sell to them or you can turn them off.
9. Listen, Listen, Listen
You were given two ears and one mouth, use them in the highest number first. Listen to what your audience is saying, don’t interrupt. Engage in active listening, nodding, smiling and using facial expressions to show you understand, or don’t understand, what is being said. Pause before you ask a question to allow them to see you are thinking before speaking.
10. The Exit Strategy
You should build your exit strategy, if your pitch is not working and you see the person you are talking to is not interested or bored, thank them for their time offer a business card and move on. Remember your time is valuable.
11. The Close Not the Sell
Your pitch is simply an introduction to you and your company, not a sale close. End by very briefly summarising your top 1 or 2 points. Remember to give them a way of being able to contact you. Give them your business card.
12. Repeat It
Once you have finished the first pitch move to the next one, don’t be shy smile and do it again. Make the most of your time you have, don’t be put off by rejection, stay focused ….
Rowe Advisory – We work with our clients to grow and develop their businesses would you like our help?
Contact us now, we are only a phone call or mouse click away:
Phone: (07) 3210 1104
Email: admin@roweadvisory.com.au