Pitching

what

A webpage source for information on pitching; a supplemental page for me to use with courses such as MGT 386, MGT 387, MGT 388, MGT 481, MGT 482/582. And other classes that begin with MGT.

Learning Objectives

Instructions

Watch the assigned videos and presentations;
Read the assigned readings;
Complete the practice quiz or other assigned practice activity
Complete the assessment;
Complete the "Mark as Complete" checklist.

building a pitch deck

View

The "How to Pitch" Slides

google presentation (w/o narration)

Examples:

Haley's Vintage Hats LivePlan Pitch (bplans.com)

Some Insights on the Pitching Process

Fear of Public Speaking?

Don't be. Actually, think about what would have to be true about you or what you intend to say to an audience that could result in some material risk to you. You already freely share your mind with friends and family, don't you? Think about speaking to an audience as serving a role where a group of people is interested in hearing what you have to say, and you are informing them, i.e., meeting their needs for what you have to say. If you think about trying to help the people to whom you are speaking instead of how they are evaluating you, then you develop a sense of empathy for them and will actually deliver a better speach because you're thinking about what they need from this exchange. This is your chance to help people!

I know a lot of people say, "you should just join toastmasters!" But I don't think I've ever discovered an actual group like that. What you should do instead is find other people like you and form an informal group who practice giving speeches, briefings, presentations to each other. That's the safest place for you to practice. Invite guests to join you when you see fit and ask them for their help on public speaking. It doesn't have to be a big deal.

I knew when I was in my twenties that I would need to be good at speaking and making presentations, so I put myself in situations intentionally where I would be forced to do that. I practiced, got feedback, and gained confidence. The confidence you bring with you into public speaking carries you a long way.

How to pitch to someone like a pro

Focus on the interests of your audience (not yours)
People who ignore you are signaling "no" or "not now." You'll need to be persistent to get their help
Google your intended audience members; are they predisposed to be interested in what you are pitching?
Don't oversell (they have been here before)
Establish a rapport with your audience
Continually refine your pitch
Respect their time

(Tim Denning, Medium.com, Jan 21, 2019)

How can you tell when the audience stops paying attention? What should I do?

The quality of their questions drops. At that point the conversation is over and the rest is noise. Their half-hearted questions are like the elevator music of the pitch process. Withering, half-hearted questions from your audience mean the pitch is essentially over. (link takes you to excerpt from Reid Hoffman's Masters of Scale podcast)

What do you do when your audience is obviously not interested in acquiring the context necessary to understand what you're working on - they're lazy and you need to move on to the next audience.

Jason Calacanis on putting customers in your pitch.mp4

Jason Calcanis on What's Frequently Missing from Pitches: The Customers

Obviously you need to have customers already to use this advice. However, if you imagine yourself into the future when you do have customers, think about how that would be useful in your pitch.

Resources

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

This full book is available through the UA Library system at this link (requires UA library access).

Author: Oren Klaff

ISBN:

9780071752855

Publication Date & Copyright:

2011

Oren Klaff

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.

Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:

• Setting the Frame

• Telling the Story

• Revealing the Intrigue

• Offering the Prize

• Nailing the Hookpoint

• Getting a Decision

One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.

Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you'll have more funding and support than you ever thought possible.

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