Pitch Anything Flashcards
How to impress the croc brain?
Use the STRONG process!
What is the STRONG Process?
Set the Frame Tell The Story Reveal the intrigue Offer the prize Nail the hook Get a decision
Perceived status
you must be positioned as the prize to be won
what will keep attention best?
information novelty. if info novelty is low attention will drift
Picture
worth more than 1000 words
4 steps to a pitch
1) introduce yourself and the BIG IDEA
2) Explain the budget and secret sauce
3) offer the deal
4) stack frames (time, prize etc
Its not about you
its about THEM
simplicity is
the ultimate sophistication
master stage presence
strong eye contact with the whole audience. keep posture open. use lots of gestures and tonality
practice,
practice, practice
what are the 3 major types of opposing frames?
Power frame
Time Frame
Analytical Frame
If you abide by rituals of power
instead of establishing your own you reinforce their power frame
to disrupt a power frame, use a mildly shocking but not unfriendly act T/F
T
whats a good way to combat a power frame
use defiance and light humor
if someone’s subordinates come but not key decision maker
reschedule the meeting. no one tells your story like you do
to solidify the prize frame you must
make the buyer qualify himself to you
cold cognitions
hard details, calculations
hot cognitions
wanting, desire, excitement
to frame control for analytical frame
make them be analytical on their own time. separate technical and analytical from presentation
what is your audience always trying to figure out?
how similar is your idea to something I already know about or to a problem I have already solved?
those who solve the puzzle drop out, check out
what is the most powerful frame
intrigue frame
we chase what
moves away from us
we want what
we cannot have
things are only valuable if they are
difficult to obtain
make them answer
why should i do business with you?
Protect your status
dont let buyer change agenda, meeting time, who will attend
once you are done with your pitch
pull away and keep pulling away
give a time constraint to the meeting
it shows you know what youre doing and youre a pro
to create desire
offer a reward
to create tension
take something away
no tension =
no stakes, no reason to pay attention
what does attractiveness of an idea depend on?
1) how easy is it for new competitors to jump in
2) how easy is it for customers to switch out of your product to someone else’s
prize question
It seems I can work with you but I need to know more
timeframe
“Nobody likes pressure but just like a train has to pick up passengers and has a set time when it needs to leave the station. You have plenty of time to decide if you like it or not, but a decision needs to be made. If you don’t love the deal then there’s no reason to do it. The deal is bigger than me or you or any other person, so it is going ahead. The time constraint is set.”
worst thing for a pitch
Showing signs of neediness is the worst thing you can do for your pitch
formula for no neediness
Want nothing
Focus on things you do really well
Announce your intention to leave the social encounter
