[page_counter]
status columbo just one more thing

What is the one big mistake made when pitching?

May 26, 2020

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.

 

Help me prepare powerful pitches

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.

 

Help me prepare powerful pitches

You may also be interested in...

Fundraising Presentations: a survive and thrive guide for talking to investors

Apr 21, 2017

Fundraising presentations are hard work. You're bombarded with challenging questions from investors, worn out by long days, and struggling to...

Read More

Persuasive Investor Presentations – five techniques from psychology

Apr 13, 2016

Investment decision-making is not totally rational. Are you using all the tools at your disposal to create and deliver persuasive...

Read More

Why good public speaking skills make you a better leader

Nov 11, 2016

Do your public speaking skills inspire, motivate and influence others? They should. Many leaders are nervous of public speaking. Some...

Read More

Ten Benefits Of A Better Investor Pitch Book

May 10, 2018

A great investor pitch book is at the heart of successful fundraising. You use it to capture the essence of...

Read More

Why Body Language Matters When Pitching to Win Business

Jun 29, 2012

Better Body Language We all know that body language is important in business.  But how important? And does is really...

Read More

Private Equity Fundraising Tips from the Experts: Become a Top 1% Fund

Sep 06, 2017

How can you be seen as a top 1% fund by investors? At SuperReturn Emerging Markets in Amsterdam, experienced LPs...

Read More

How you can create a powerful investor elevator pitch

Mar 07, 2016

A great elevator pitch is an essential part of your toolkit Last month I chaired the Quickfire Showcase at Berlin’s...

Read More

How to prepare for your media interviews

Jan 16, 2013

You must prepare for media interviews The excruciating Newsnight interview with Treasury Minister Chloe Smith this summer is one example of...

Read More

How To Write So People Will Read – 6 Great Tips

Mar 11, 2018

These days, we are writing more than ever.  That means it’s harder than ever to grab attention.  Your readers have...

Read More

How well do you answer difficult investor questions?

Nov 16, 2017

When an investor questions how you calculated your Private Equity fund's performance, how do you react? If an investor asks...

Read More

How to Choose a Public Speaking Coach

Aug 21, 2017

How do you choose a public speaking coach? When selecting a public speaking coach or presentation trainer, you want to work...

Read More

10 Power Language techniques to use in your next talk or presentation

Sep 06, 2017

How To Use Powerful Language For Leadership Communications   Great leaders use Power Language. It adds interest and colour to...

Read More

What is The “So What?” Test? – And how to use it.

Dec 30, 2019

So What? is probably your most important question. When you put your talk or presentation together, how do you decide what...

Read More

Private equity fundraising | Seven tips for first investor meetings

Dec 10, 2015

What do LPs want from private equity funds at first investor meetings? That's the question I put to the panel...

Read More

How do you pitch investors?

Sep 21, 2016

What do investors really want? Six tips We wrote this piece with our Private Equity clients in mind. But there...

Read More

Give high impact talks and presentations – 5 simple tips

Mar 01, 2017

Do you want to give high impact talks and presentations? Do you want to engage your audience? And do you want...

Read More

Use a great business story for better business

Jul 05, 2017

How to tell a great business story Leaders use storytelling so that audiences listen, remember and act on what they...

Read More

How to Make Your Investment Pitch More Memorable – Six Tips

Mar 29, 2017

How do you make your investment pitch more memorable? It's a real challenge these days. Investors have more opportunities than...

Read More

Three persuasive appeals you must use in your talks and presentations

Nov 30, 2016

Your leadership talks need to be persuasive As a leader, every talk or presentation you give is an exercise in persuasion....

Read More

What do LPs want from your private equity pitch book?

Oct 14, 2015

A well-crafted private equity pitch book can make the difference between securing a first meeting with investors and getting a...

Read More

ESSENTIAL PROGRAMMES

Top Blog Post Categories

What Our Clients Say

“BBA transformed our pitch into a compelling investment narrative. They undoubtedly helped us secure Sky TV as an investor.”

Gerry Bastable  Director, Blast Films


“The new presentation properly represents the institutional quality of our fund. It has been a step change for us.”

Erwin de Kleijn Head of IR, Saemor Capital


“We were very pleased…[BBA]  helped us define and explain our unique value proposition. As a result we have attracted new and different investors.”

Florian Kemmerich  Managing Partner, Bamboo Capital Partners

 


To Learn More…

Contact our
Client Services Director
Louise Angus
+44 (0)20 7018 0922