New Business Pitches

Pitching is a constant in sales, yet it’s easy to develop bad habits and forget the basics of connecting with our audience. Here are five reminders to help you polish your presenting skills.

1. Make space for questions and feedback.

When you're going through your pitch, be sure to pause between sections to allow for listener questions and feedback. When you engage the group, keep it open-ended, asking “What questions do you have?” as opposed to the yes-or-no “Do you have any questions?”

2. Humanize yourself.

Tell a memorable story about yourself or the company. Yes, it can be risky to share a personal anecdote, but when thoughtfully integrated, it will resonate with your prospect long after your presentation concludes.

3. Leave them wanting more (i.e., shorten your pitch).

Often, our inclination in first presentations is to tell our prospect everything. Instead, tell them just enough. Keep your pitch tight and concise.

4. Pause and take a breath.

If you're always talking at breakneck speed, your listener won’t be able to truly hear you. Pausing, breathing, and varying your cadence will make your delivery more compelling and your presentation easier to understand. 

5. Practice makes perfect.

At the risk of sounding clichéd, I’m including this adage…because it’s true! With regular practice, you won’t be plagued by nerves, so you’ll be more spontaneous, at ease, and engaging during your pitch.

Onward.

Tom

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