The maddening thing is, this pitching mistake is obvious.
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.
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.
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.
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
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
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“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
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