If you are in any kind of business, you want to master the pitch.
And no, I’m not talking about the kind with a ball and a mound, although that’s fun too!
But it does not matter if your business is buying, building, selling, coaching, or consulting, at some point in your career, making a pitch to someone somewhere is inevitable.
And no one wants to put the work and effort into a pitch and have it be unsuccessful, right?
So how do we master the pitch?
Easy- learn from those who have mastered it before you!
One of my favorite episode types that we do on Build Your Network is our Wednesday Mashups.
We take a topic and put pieces of different interviews I have done over the years together of those who have spoken on the topic.
Well, a mashup we did a while back was on the topic of mastering the pitch, and today, I wanted to give a quick overview of the takeaways from my conversations with Brant Pinvidic, Kevin Harrington, and Shaan Patel!
Pitch Master: Brant Pinvidic
When I think of someone who has mastered the art of the pitch, Brant Pinvidic jumps to mind almost immediately.
As a veteran TV producer, film director, podcast host, and acclaimed author, he knows his stuff!
From the business side of Hollywood to coaching entrepreneurs in securing funding, he literally wrote the book on the perfect pitch, The 3-Minute Rule.
I’d highly recommend the read if you will be formulating any type of pitch in the near future.
But here’s a quick thought from my interview with him that will help you greatly without the hours of reading!
Find The One Thing That Differentiates You
Brant talked about the pitch he worked on with the new Levi Stadium in Silicon Valley a few years ago.
One of the reasons he had been called in was that a new stadium costs billions to build, and they wanted him to come up with ways to pay for it.
So he knew that the key was in events that could take place outside of the ten football games played every year.
He knew they needed the Taylor Swift concert, Rolling Stones, etc. But the biggest ticket would be Wrestle Mania.
Brant knew that every year, Vince McMahon, the CEO of Wrestle Mania held a grand pitching show in Connecticut, and people came from all over to tell him why they were the best fit for his event.
So Brant began planning for the pitch by focusing on what was different about the Levi Stadium. Sure, he could have mentioned the seat number, the heightened security, the appearance of the mayor, etc., but what was the real reason Levi Stadium would stand apart from all the other venues?
When pitching your business, idea, or plan, the foundational parts of the pitch are important, but the shining star moment will be what differentiates you from the rest.
In this particular pitch, Brant focused on the fact that Levi Stadium was in the heart of social media.
Their location in Silicon Valley meant that the Wrestle Mania event could capitalize on the digital world and the connections there.
With this as the focus of the pitch, Brant was able to see not only this deal go through, but Levi Stadium become the iconic building of Silicon Valley.
To master the pitch, focus on what makes you different, and make that the star of your presentation!
Build Perception, but Have the Work to Back It Up!
Another quick tip that Brant gave during our interview was that you can build a perception of who you are and what you offer, but you must be willing to do the work that will back it up.
He talked about the perception of being a Hollywood producer and how that gave him the “cool” factor.
But just like any business or job, he explained that Hollywood was still a grind. It still required a hard work ethic.
“And so I’m all for people making their lives on Instagram look amazing and building the perception. But then you’ve got to go- Ok, now that I’ve got that, I don’t make a business out of this, how do I deliver something?”
Perception can be a tool in your pitch, but the powerful punch comes from the hard work you are willing to give to make it a reality!
Pitch Master: Kevin Harrington
Kevin Harrington, amongst other things, is known as the creator of the Infomercial and as one of the original Sharks on ABC’s Shark Tank.
When I had a chance to sit down with him in the early years of my show and talk to him about his time on the show, he had an interesting view of the pitch as an investor.
And this view can in turn help us as pitchers to make best use of the investor’s time.
Focus on Investors Who Are Involved in Your Niche Right Now
One of the points that Kevin emphasized when it came to his time on the show, was that he found he was investing in deals that were time consuming, capital consuming, and not lined up with his industry niche.
With that in mind, what does this mean for those of us who pitch?
Research those in your industry. Know who is already involved in investing or appearing in the realm that you are pitching for.
I know podcasting best, so here’s a personal example.
If I want to appear on 5 podcasts in the next few months to promote my new software, Guestio, I do not necessarily want to pitch myself to podcasts who focus on DIY projects, or spiritual health, or sports analysis.
Right? If I research those in the Business and Entrepreneurial space, I am going to find podcasts that are much more likely to read and respond to my pitch.
Here’s the thing with pitching- yes, you want to pitch to many, but you also want to pitch with the understanding that you respect their time.
Time is valuable! So do not waste your time or theirs if you know that they do not fall in whatever area you are in.
Pitch Master: Shaan Patel
Shaan Patel is the founder of Prep Expert, a #1 bestselling SAT and ACT preparation program.
He is also known for his successful deal on Shark Tank with Mark Cuban. We talked about his time on the show, the key element of his pitch, and the benefits of his partnership.
Prepare for Every Angle of the Pitch
Shaan’s study guide for his perfect SAT score came in handy for his preparation for his Shark Tank pitch!
In our conversation, he said that he spent as much time preparing for his pitch on Shark Tank as he did for his SAT test!
That’s an incredible amount of time. But he knew that he would be facing five experienced Sharks who would grill him about every aspect, every angle of his business.
He knew preparation was key.
Did he completely blank when he stepped into the tank for the first time? Yes!
But because he had prepared so meticulously, the nerves and the butterflies subsided, and he was able to take the intense questioning with ease.
He even got to the point where he could yell back! That I might not recommend 😉
Use the Art of Storytelling
In his preparation, he knew that he would need to make his somewhat boring business exciting.
And he was a firm believer that the art of storytelling would do that for him. He knew his pitch was taking place in the entertainment industry, and he catered his presentation around it.
Shaan prepared dozens of personal, funny stories to share.
This is also a way to set yourself apart like Brant mentioned earlier.
Pitches can be personal. They can be interesting. And you definitely want them to be memorable.
Storytelling is a perfect way to encompass all of that into your pitch.
A side note here would be that this is also considered an art because you still want to take time into consideration.
If you are pitching something in a quick email or meeting, using a story might not be the best option.
Your preparation for the pitch will help you know if it is appropriate and useful or not.
A powerful pitch comes from being properly prepared!
Conclusion
One of the best parts about this topic of perfecting the pitch is the emphasis on connection!
What sets you apart? Who are the best individuals in your industry to reach out to? How does preparation provide for your partnership?
Brant found a way to show the connection Wrestle Mania would have the digital world through the Levi Stadium location.
Kevin focused his detailed attention on the deals that were up his alley and formed better partnerships.
Shaan prepared for the biggest deal of his life, and he now has a connection with Mark Cuban who has 20x his company, co-wrote a book with Shaan, and given him more through his connection than his capital.
When you pitch, in whatever capacity or genre, find a way to connect. Improve relationships and connections through every pitch you make.
You will see the powerful impact this will make on your podcast, business, or idea!
What powerful pitching tip are you going to work on this week? Let me know in the comments below!
And remember, leave every relationship better than you found it! See you next week!
