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 …
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