… or is it? Have you ever found yourself in a situation, where you thought that getting your message across was a piece of cake – but it turned out not to be as easy as you thought? However, it doesn’t have to be that way. You can become quite good at pitching. In the following article we will look at why pitching can be difficult but also why pitching doesn’t have to be rocket science.

So much to say – so little time

My granddad used to say that if he had to make a short speech he needed a long time to prepare, but if he had to make a long speech he could start right away. His point was that a short speech requires that the point was precise from the beginning, while a long speech allowed him to find the points along the way.

Let me tell you as it is: nobody wants to listen to you or anybody else making up the points along the way. You need to know your priorities in advance and then be able to communicate them precisely.

At the same time, there is only room for the most important aspects of your pitch. Not for the less important aspects: those you can talk about later on during a meeting. The pitch is about creating sufficient interest, understanding and persuasion, so that the receiver wants more. Therefore, you must only tell one message – the one that is absolutely ‘need-to-know’ to the receiver – but in an interesting and catchy ‘nice-to-know’ kind of way.

You may also want to read: What is pitching exactly?

Why pitching can be difficult

Above all, the pitch requires you to figure out, what is the most important part of your project, not to you, but to the person in front of you. If you want to sell a product, it is most likely the need you try to fulfill or the problem you try to solve that is most important to the client. You need to begin with the aspects that the client can relate to. Don’t start with the solution. In the same way, you don’t get medicine before the diagnosis either. Start with defining the problem, and then present the solution; start with awakening the latent needs and then sell the product. Hence, the sequence of the things you tell is of critical importance!

The phrasing of a relevant and catchy message, told in a meaningful sequence, under a time constraint, are some of the aspects that make the discipline of pitching a rocket science. But form and content constitute only one half of the discipline. The other half is the delivery of the message to the client: the oral presentation of your solid and thoroughly prepared pitch.

Pitching is [not] rocket science

Everything is troublesome until we learn how to master it. The same applies for making a presentation short and concise. It is difficult at first, but we will learn it eventually. Pitching does not have to be a rocket science, once we understand the basic mechanisms of pitching, follow some simple principles and in the end gain some experience. Pitching is a discipline of its own and it can be mastered. And as you know, Rome wasn’t built in a day. It takes time and practice to be good at pitching.

In order to make it easier for you and others to start pitching, we have made Pitcherific. Pitcherific is built up around best-practice templates, where the framework for content, the sequence of content and the weight of the content is made in advance, so you can concentrate on phrasing the message. And once you are ready, Pitcherific provides you with a tool to practice your oral presentation with a teleprompter, just like when the Queens prepares and makes her New Year’s speech. Just what you needed, right?

Check out Pitcherific at www.pitcherific.com

Lauge Vagner Rasmussen

Lauge Vagner Rasmussen

Lauge Vagner Rasmussen is the co-founder of Pitcherific and associate professor at the University of Aarhus, where he teaches entrepreneurship and pitching. Email him at lauge@pitcherific.com

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