I've always hated pitching. I get self-conscious, become hyper-aware of those in the room (especially if I sense the SLIGHTEST hesitation), easily lose my train of thought. Then I got the best advice ever, and it's helped me enormously. So I thought I'd share it. It's this: 1/
We spend so much time trying to figure out what we think the other person wants to hear. But here's the thing: we can NEVER know what is ACTUALLY going on in their minds. And we will never be the expert on what they need. HOWEVER... 2/
We are the world's FOREMOST AUTHORITY on OUR OWN TAKE. On what WE love about something. And that is unassailable. Meaning: it can never be taken away. And so now, when I go into a room, I simply focus on what gets ME excited about something; what *I* like. 3/
And so when I get lost - or self-aware.. I turn inside and ask myself: "What is it I love about this?" Not only did it change everything for me.. it turns out that - most of the time - that's EXACTLY what people want. 4/4
ADDENDUM: Remember: the people to whom you're pitching have tough jobs, and busy lives. They're looking for people who will ease their burden. And you do that by PROVIDING YOUR OWN ENERGY. Despite whatever they may pretend to present, they're looking to hitch THEIR wagon to YOU.
