Pitching Behaviours, by Peter Hopwood

Pitching Behaviours

Peter Hopwood, Global Storytelling & Speaker Coach

This content is available in Portuguese.

Here’s a flavour of the elements and behaviours shared during the Road 2 Web Summit Bootcamp with founders and startups to take their 3 minute pitch to the next level:

CURIOSITY AND CONVERSATIONS

3 minutes isn’t long. Not enough time to even boil an egg! However, there’s actually quite a lot you can share during your 3-minute-pitch. Just enough time to achieve two main goals of the pitch. Getting those listening to you to feel curious about your idea. Intrigued to know more. Intrigued enough to essentially have a conversation together. There’s no commitment from either side. It doesn’t cost anything and won’t take up too much time. Having a quick chat over coffee or simply, exchanging details and making a connection that will lead onto a meeting or more conversations. This is low hanging fruit. Get us all curious. Make us wonder. Share some intrigue. Enough to start a conversation. It’s a simple as that!

REALLY UNDERSTANDING THE PROBLEM = READY TO APPRECIATE THE SOLUTION

There’s something I constantly hear from founders when they pitch. Something that often becomes a barrier for us to really accept and appreciate the solution. I hear startups start by sharing a few elements regarding the problem and then straight into what they do and the solution they’re working on. To really understand, accept and appreciate a solution, we really need to grasp and understand the problem. What it feels like to experience the pain points. Really taking our audience into the frustration and getting them to at least imagine what those feelings feel like. Emotionally, take us into that frustration and once your audience agrees and accepts this is a problem worth solving – they’ll be more ready to listen, appreciate and accept the solution YOU provide!

CREDIBILITY FROM YOUR FIRST WORDS

Listening to thousands of pitches, as do investors – one of the elements that helps you as a pitcher build a sense of competence and credibility into your audience, is how you are connected with the concept. What’s driving you? When was the moment you came up with the idea? What changed? How have you experienced the frustration and pain points? Think about how to build up your credibility and let your audience understand how it all started. Without sharing this, there isn’t a strong connection between you and the concept. Remember, investors and audiences (generally) are sceptical so we need to share our credibility and why we are the right people to lead these ideas.

FOCUSED CALM PASSION & WARMTH = CONNECTION

Contrary to what many believe, showing lots of passion isn’t actually what investors are looking for. Statistics show that pitches by founders who seem to exaggerate their movements, strong constant intonation and strong expressive passion, catch the attention of investors far less, than those who show more calmer, controlled movement and have clear focus. Think about the word “connection”. Essentially, this is what we’re ultimately trying to achieve. Think about the warmth you’ll share and your calm and controlled focus.

LEAVE YOUR AUDIENCE WANTING MORE

The way you finish is important. The last words your audience hears from you are often the trigger to have a conversation with you or simply, lose interest, clear their heads and get ready for the next pitch. Finishing your pitch bold, sharp and clear about what you want your audience to do next – is crucial. Tell your audience a few simple phrases to get them thinking. “Coming to the end of my pitch – you’re curious, intrigued and like to know more. I’d love to have a conversation with you after this pitch and see what unfolds together” By suggesting you’re curious and intrigued, increases the chances of actually feeling curious and intrigued – potentially leading onto a conversation.  Rather than leaving your email and contact details on the screen hoping someone will reach out – take the opportunity right there to meet. Don’t waste the opportunity while you and your concept are fresh in their minds.

Peter works globally with founders, helping them to shape their storyline, creating strong pitches  – and ultimately get more conversations. If you need to take your pitching game to the next level – reach out to Peter over Linkedin.