How to Pitch for a YES in Life and in Business

Pitch for a YesA huge component of marketing agency life is the pitch.  Defined as “a presentation by one or more people to an investor or group of investors,” these make or break opportunities are key to the success of our business.  However, the benefits of solid pitch skills aren’t exclusive to agency folks. 

Not to freak you out, but The Art of the Pitch author, Peter Coughter, says that we (people) are being evaluated all the time. So, honing your pitching skills will prove quite valuable whether you’re a fresh produce marketer or a parent instituting a new bedtime (which is certainly a tough sell).  

Dan’l taught me years ago to “pitch for a yes.” This may seem straightforward, but when applied to all communications – think emails and water cooler convos, not just primetime presentations – this philosophy can be a game-changer. So, how do you pitch for a yes?  Here are several tips that will have you pitch perfect in no time.   

Be relatable and know your audience. 

No, really know them.  Read their bios, check out their social media activity, scan the room for puppy pics; then tailor your story to their interests.  Often times, your audience will be most interested in…. What will I gain if I say yes? Which is a perfect segue to my next point.

Spend less time on “the ask” and more time describing the value of the optimal outcome

If you’re requesting to double your marketing budget in 2018, don’t belabor the point that you’re asking for 100% more money than you did last year.  Instead, clearly define the value that extra investment in marketing will deliver to your company and your boss (and his canine sidekick, if necessary).

Anticipate questions and prepare answers, but also allow an opportunity for additional questions

An informed decision trumps a quick approval, which is why it’s important to make sure the pitchee clearly understands all the details, especially the monetary ones (and especially once the decision maker starts writing the checks). Bonus tip: A question you should always prepare for is, “so what?” Even if it’s not asked, it should always be answered.

Lastly (and my favorite), be yourself.

It sounds so cliché, but it’s imperative. Your personality is a strength, but can also be a weakness if you try to overrule it or fit the mold of the “ideal” pitchman/woman you’ve perched atop your pedestal. Develop your own style and then own it. 

It’s true what “they” say – practice makes perfect. By regularly pitching for a yes, you’ll steadily improve your pitch game and, remarkably, you’ll hear a lot more YES!