For some, pitching comes naturally. These folks are cool as a cucumber. They're able to communicate exactly what their business is about and  convince anyone why their idea is worthwhile.

For others, pitching is a downright impossible task. These folks know what they want to say, but when they're put on the spot, their thoughts go all over the place, and they start rambling. 

Like it or not, pitching is part of everybody's routine. No matter if you are crafting a presentation to sell your business to investors, or simply trying to convince an employee to follow your lead, at the end of the day you're always pitching your ideas to someone. 

Now, for those of you who want to learn how to perfect the art of pitching, here are two areas you can improve to level up your game.

Prepare for objections.

No matter how great your pitch is, there is always a chance that someone will come up with a tough question. Still, most people never prepare for it. 

Providing a bad answer is a recipe for disaster. It erodes trust, and without trust, your pitching has no value.

What you need to understand is that objections are usually just a mechanism that we use to get comfortable with what others are proposing us before agreeing with it. 

So here's a great question you can ask yourself to prepare for potential objections: "How could this pitch make the people I am pitching uncomfortable?" 

Once your answer reveals the potential objections, it's time to figure out how to overcome them. The primary rule of overcoming objections is that you need to find those areas where you and the person who raised the objection can agree. Get this nailed down and objections won't be a problem anymore. 

Show enthusiasm while being humble.

Look, pitching isn't just about having an awesome idea. It's also about having the charisma and passion to get other people excited about it. Just be careful to not take it overboard to the point where you seem arrogant.

If you use your passion for your idea as an excuse to not listen to what others have to say, let me tell you: it will backfire.

Personally, when I first got started with A1 Garage, I quickly realized that there were no good CRMs that I could use for my company. So I pitched the biggest software company in my industry, asking them to build a new offshoot of their CRM tool.

Now you want to know why they said yes? Because my excitement with this idea was contagious, and I was humble enough to listen to them and make myself available whenever they needed me. 

So regardless of whether you're hoping to get investors to fund your company, convince a partner to join you, or just get your employees to follow a process, these showing enthusiasm while being humble preparing for objections can make all the difference in your pitch.
 

Published on: Jan 18, 2019
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