Become Rich by Pitching your Idea in Under 20 Minutes

Document Sample
Become Rich by Pitching your Idea in Under 20 Minutes Powered By Docstoc
					Become Rich by Pitching your Idea in Under
20 Minutes
An excerpt from Oren Klaff’s “Pitch Anything” gives us an inside look into how to pitch to an
investor, your boss, a client, or whoever you are trying to persuade. Learn the proper and correct
way of pitching to succeed.

Never lose potential sales using Apptivo’s Opportunities App

Pitching the Big Idea

So far we have worked in the realm of frames and status, which are abstract notions. Now,
however, lace up your shoes and tuck in your shirt—it’s time to get in front of someone and
deliver a pitch.

And if you’re the front man, the guy who has to take a big idea on the road and pitch it, you need
to know exactly how to give a complete presentation in a much shorter time frame than most.
But as you’ll see in a moment, short time frames are not a choice. You can’t afford to run longer.
The audience’s brain won’t give you more time. And worse, when attention runs dry—after
about 20 minutes—the brain starts forgetting things it has already learned. Talk about going in

As soon as the pitch or presentation begins, one critical thing must happen; the target must feel at
ease. In the vast majority of cases, they don’t because they don’t know how long they’re going to
be stuck listening to you, and you’re a stranger. Most people just don’t want to sit through an
hour-long pitch. To put them at ease, I have a simple solution: It’s called the time-constraint
pattern. This is what you say, exactly, to let the target know he isn’t trapped in the typical hour-
long-meeting: “Guys, let’s get started. I’ve only got about 20 minutes to give you the big idea,
which will leave us some time to talk it over before I have to get out of here.”

© 2011 Apptivo Inc. All rights reserved.
Doing it this way puts the target at ease. It shows that you know what you’re doing and that
you’re a pro. Anything can be pitched in 20 minutes by a pro. It also shows that you’re busy
because you have a strong idea and you can’t hang out too long in a single meeting.

What’s important here is not your mastery over the details but your mastery over attention and
time. Instead of trying to achieve what is virtually impossible—holding the target’s attention for
longer than 20 minutes—we need to observe the limits of the human attention span.

© 2011 Apptivo Inc. All rights reserved.

Shared By: