Communication is the human connection. You are in a constant state of communicating with those around you, basically every waking moment. It is an ebb and flow of information, thoughts, emotions, and reactions being passed back and forth as you move throughout your day. When it comes to business and selling your product, this is no different.
As the inventor, the creator, the designer... you must take on the job of learning how to present your products in a way that grabs the curiosity of others and makes them want to know more.
The Perfect Pitch
What I'm talking about here is the almighty, important perfect pitch. Before a product ever actually becomes, well- a product, it goes through several phases of development and growth. Once you've reached the part of the process where you are ready to let the world in on this magnificent thing you've created, it's time for your pitch... the sell... what could be the beginning of the end if you aren't prepared.
I sat down with body language expert, Steve Rohr, to find out exactly what it takes to make it through a pitch successfully, by using every form of communication available to you. I was surprised to find out that overall pitch success has a lot to do with a few very simple things.
Let's break it down and take a look at how non-verbal communication and your body movements can change the outcome when you are selling your product or invention.
"It's not about the house, it's about the hands. We hold things we care about." Neil - Joy (2015)
- The Hold: You must always be aware of how you hold and present your product. You should be holding it with care, but not as if it were delicate and may fall apart. You have to be aware of how the product fits and even looks in your hands because that is where every single person in that room will have their attention focused. This is a make-or-break piece of advice. It's all about the hands.
- The Posture: Standing up straight and tall conveys confidence and self-esteem, which is exactly what you want to show the possible purchasers you are presenting to. They need to know that you are sure of what you are saying, and something as simple as standing up tall, will cement this in their minds. It will also give you a confidence boost.
- The Expression: A smile can change the entire way someone is willing to interact with you. While pitching your product, you must send the message that you are happy, that you are at ease, and most importantly, that you are open. A smile will do all of this for you and will also raise your like-ability factor. If you want to double down, practice raising your eyebrows. Steve says, "Raise your eyebrows to get a response."
- The Timing: Whatever you do, do not hand-off your product until you are done talking about it. You will lose your entire audience and that perfect pitch you've designed won't matter because it will fall on deaf ears. Once you've finished your pitch, then- and only then, will it be time for the hand-off.
- The Hand-Off: Speaking of the hand-off, there are some secrets to doing this right as well. When you are ready to pass your product to the next hands, you need to make them feel as if you are handing them a gift. Your body language should be saying, "I trust you with this. I want you to experience this. It's an amazing invention, and it means a lot to me to share it with you." This also shouldn't be the first time to pass your product around to people who have never seen it. If something is going to break, fall off, if something is unclear- you need to know this before going into your pitch, so take a practice run or two before the real thing.
The story you attach to your product will decide the emotional connection others feel to you and whatever you may be selling. The story should be personal to you, but it should put the focus or shine an internal light on them. Always make it about them, not you. Steve also advises, "Make sure you put bookends on your story. There needs to be a clear beginning, middle, and end." Keep this is mind when you are designing your product pitch and open with a story that will have the emotional effect you need to make it sell.