We spend a lot of time helping clients pitch for new business. This can be business from new clients or from existing clients. Interestingly, many people make the same basic mistake when pitching. The maddening thing is, this mistake is obvious.
What is this obvious pitching mistake and why do people make it?
The big mistake is talking about yourself too much.
For example, if I have invited you to pitch for a bit of business, the last thing I want to hear are your other big clients and the awards you have won. I want to hear about me, my problem and what you are going to do to fix it. Yet, we see this pitch-winning mistake over and over.
Our theory is that poor pitch presentations happen because people are … Read entire article »
For the last 13 years we have got used to a certain type of media interview. The interviewer is aggressive and the interviewee is trying to get their points across, often without any true conversation. Listening to Ed Miliband on the Andrew Marr show last week was typical of this style. But, post election, Ed sounded so last government: hectoring, arrogant and not listening.
The new coalition politics seem to be changing this. Media interviews with new ministers sound very different. The new coalition seems less concerned about sound bites and repeated messages. As a consequence the interviews are softening. Interviewees now focus more on understanding and explanation. The interviewer gets to think a bit more and help make complex stories understandable.
But, what does this mean for media training? We believe the … Read entire article »