Here are the nine elements to help you create and deliver a strong business pitch.
There’s a pitch that fits nearly every situation, starting from the elevator pitch to the concept pitch. However, not each pitches can be created equal. How you present your pitch to clients, investors, or business partners will depend on the specific circumstances and the goals you’re trying to achieve. Entrepreneurs who can share the ideas they have at any moment or in any location are the ones who are ready to take advantage of opportunities whenever they come up.
During the pitching phase, 78% of customers say they’re the most influenced by the company, which shows how knowledgeable the business is. However, research shows that many companies need help to convey this in their pitch, and there needs to be more consistency between the presented content and the expectations. Based on Park Communications, businesses that are fortunate enough to get to the pitching stage must present themselves as credible, reliable, trustworthy, and attentive.
Effectively capitalize on pitch opportunities.
A report from the training for sales and marketing business Corporate Visions reveals that while most businesses are aware of the importance of pitching, they need to make the most of the opportunity to make it as effective as they might. Forty-two percent of companies believe pitching with an unconsidered need is the most effective method, but only 14 percent actually make pitches this way. That’s 86 percent of companies that develop pitches that differ from the ones that most people think are the most efficient.
Let clients have what they would like
In the case of agencies and brands, the gap is the same; a study on pitching by Kiwi Gray provides insight into what brands’ agencies believe they want as opposed to what brands want. Ninety-five percent of agencies think a strong presentation is a significant factor in a brand’s choice.
For companies, it’s more complicated. Twenty-nine percent of companies are seeking information, and that same percentage wants to know the answers to the issues posed within the document. One in four would like to see figures from commercials, and 11 percent are interested in how the presentation is presented.
“There is a consistent aspect to every pitch that has been successful that I’ve participated in – to present the main idea and make it come alive. It’s simple, but it’s always successful,” says John Williams, the head of marketing of the Instant Group.
“Experience and process” fees are all part of the equation. However, a successful pitch is always dependent on one thing, that one moment of creativity that tells clients that you are aware of it. You are aware of their challenges. You can solve it. This is reinforced through the presentation. Whatever you can do to truly bring this concept to reality, including web-based design and printing, will highlight your winning time of clarity and strategic focus.”
As someone who successfully transitioned from agency to client side, Williams transitioned from pitcher to receiver. “I can safely say that the one thing the client always talks about is that flash of creativity that renders every other facet of the pitch redundant.”
Related to how to pitch potential business investors Mark Pearson of Fuel Ventures provides some essential tips for pitching investors for investment
Ginny Bown of Amplify, a British-based pitch, and presentation training company, believes that when it involves pitching, it’s about defining, not defending, what you are doing. “A Zebra doesn’t have to convince anyone that he’s not an animal, as we can see through his stripes the person he claims to be. When you present the idea, it’s about describing clearly your identity, the things you do, and more importantly, why people should be interested,” she says.
Efficient tools to use in pitching are storytelling techniques. She says she explains that stories assist you with everything you have to be able to do as a communicator.
A recent study by Stanford University Press concluded that stories are 22 times more effective than facts because they help you bring the reader to your story. “Yes, you need both facts and stories, but you cannot neglect that, at our core, we are all human and want to be connected with; stories allow you to do exactly that,” Brown states.
Louis Venter, CEO of MediaVision, a multi-award-winning UK media agency MediaVision states authenticity is the essential quality of a pitch. “Speak candidly and openly about your thoughts on opportunities and how you can make them happen, and not appear as if you’ve been rehearsed. Tell them you will be there whenever they want for questions. This is a sign that you are knowledgeable of the subject matter and prepared to debate any issue that arises instead of sticking to a written script.”
The distance between what consumers would like to see and what businesses can offer can be significant, and for a successful pitch, it’s vital to narrow the gap. Here’s how.
Be aware of the requirements of your target viewers
Maintain attention by conducting your research. Begin your pitch with a brief overview of their requirements. Then use the presentation to outline how you will meet their needs.
Over and above to increase the value.
Can you offer new products or services as they are introduced? Do you have a culture that distinguishes your business from others? Concentrate on what you can do to go over and above the requirements.
Be sure to distinguish yourself using solid evidence
The majority of clients think that 53 percent of pitchers over-promise most often. Your audience should be aware that the information you provide in your pitch is trustworthy, So be prepared to speak about results, case studies, or testimonials. You may also mention awards or other achievements.
Develop a personal connection
Remember that customers purchase from people. It’s, therefore, crucial to speak to your audience in a professional and educated manner. Being authentic, comfortable, warm, and relaxed is also essential.
Prepare, prepare, prepare
Some of the best pitches ever were last-minute attempts. However, it doesn’t mean that the performers were not prepared. If you don’t know an answer to something, saying ‘I’ll try to find out is much better than ‘I’m not certain.’
Polish your presentation skills
People will only remember 10 percent of what they have heard and 20% of what they’ve read; however, they remember about 80 percent of their actions and experiences. Remember this when you’re giving presentations. Use visuals and talk so that your viewers are entertained.
Create a pitch deck that is a game changer.
If you are printing decks, ensure that professional printing is done on top-quality heavy paper and then bound to ensure they are neat. If you are using digital decks, ensure that your files are compatible with all operating systems and that videos, images, and text display correctly on the screen.
Don’t forget the power of stories.
The research suggests that 79 percent percent of people would like companies to tell a story, and your target customers are not any different. Utilize the pitch deck to present facts, but don’t hesitate to tell a tale or glimpse of your business’s history by sharing your history and the challenges and wins you’ve had to face.
Create the members of a group
A study found that 42 percent of the agencies have a Pitch Manager responsible for the whole procedure, while 17 percent always choose an administrator for the pitch. Make a pitch a breeze by the assignment of a pitch team to take on the job – build upon the strengths of the other team members and make sure you cover for one another in areas you could be more proficient in.
For smaller pitches, It is recommended to have at least one additional person on the team. This shows the viewers that there is more to the pitch, and it is not just about the person delivering the message.
The last and most crucial point to remember is that when you don’t feel that you’re able to make a real contribution to the company through your ideas, work, or products, why would you even bother to pitch?
