When people pitch they often make one big pitching mistake.

We know this because we spend a lot of time helping clients pitch.  This includes pitching for business from new clients or from existing clients.

The maddening thing is, this pitching 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 about is your other big clients and the awards you have won.

Instead, I want to hear about me, my problem and what you are going to do to fix it.

Yet, too many people prefer to talk about themselves. We see this pitch-winning mistake over and over.

Poor pitch presentations are because people are lazy

Our theory is that poor pitch presentations happen because people are lazy.

When asked to put a new business pitch together people usually start with Power Point.

And more often than not they start with the last pitch they did – whether it was successful or not.

This is quick, easy, and you don’t need you to think about your client or their problem.

So, what does a good pitch look like?

On the other hand, a good pitch is focused on the client and their issues.

It is highly tailored to the particular situation. It shows a real understanding of the subject and it lays out how to address the things that bother that client.

How do I start running better pitches

When you next have to put a pitch together, forget Power Point for now.

Instead, pick up the telephone and start talking to the client.  Ask lots and lot of questions.  Get to the heart of what really matters to them.  Only when you are certain you understand all this, should you begin to construct your new business pitch.

Then, make you pitch all about them and their issues.  Show how brilliant you are – don’t tell them.

About Benjamin Ball Associates

When we started, 10 years ago, we had a simple goal of being the best financial and pitch coaching company, helping firms improve their pitches, talks and presentations.

We are real experts in improving financial and investor presentations. Much of our work is in financial services and particularly private equity.

Our team stands out because we have relevant backgrounds – having worked in corporate finance, stockbroking, journalism and PR.

Clients tell us they keep using us because they get expert advice, practical help and fast results.

And they tell us that we deliver amazing value for money.