Bringing the audience in at the beginning, the hook that is used to reel them in plays a major part in setting the tone for my pitch. It can be a statistic.
Give them goosebumps.
Create an emotional connection (and not think of it as just a sale). Then justify that connection with facts and details.
Limbic brain - does it have a connection with cosmic connections?
Hook: what got me interested into this in the first place? (Is it Baby G? Tweety? Star Signs?)
Define your audience. Know who you are pitching to as well as knowing who are you pitching about.
Don't lie. Don't bullshit. Don't mislead.
What is it? What am I talking about? Is it clear?
What is special? What's the USP/ESP? Could relate to the hook.
What proof do I have? Data, stats, evidence, a commendation?
What do I have? Budget, prototype, team, plan, strategy.
What do I need/want? Office, money, people etc.
What do they get? What would they get in return? What would be useful to them?
Know your project/your idea. This is your baby.
Three acts in the structure: Intro (25%), Main (50%), Conclusion (25%)
What is the call to action?
I use post-its for notes and a whiteboard to make sense of the big picture. I need to see it visually but in words.
It would be interesting to have twists and turns in the presentation - like a Hollywood movie.
Put all my ideas in one place, use my post its, make it exciting.
Know your project, but be ready for change.
Practice pitching to others (this is what I don't do)
What they're asking you:
Neo Cortex - Is it worth it? Is it what they're looking for? Syncing your tribe.
Limbic Brain - Are you sane? What kind of person do I come across as? They will be judging me.
Authenticity: I live by heart upon my sleeve. However, I tend to get carried away by the 'proper way' of doing things, and it's been a ride trying to do things the way I do things.
Survival: Friend or foe? How do we react to each other? Words make me feel very welcomed.
Confidence vs arrogance. Also look into ID, Ego, and Super Ego.
Find my tribe.
Authenticity: Eye contact is intimate. You are crossing a boundary. It shakes things up, builds trust, challenge, and the audience tend to pay attention and notice details.
Captivating: Be present and react to the audience. Be confidence - People love watching someone do something really well. Think about why we watch sports.
The audience is judging you. Help them judge you well.
Don't forget you're dealing with real humans. Don't change who you are.
Not all pitches will go well. It's like Neil Gaiman said; “A freelance life, a life in the arts, is sometimes like putting messages in bottles, on a desert island, and hoping that someone will find one of your bottles and open it and read it, and put something in a bottle that will wash its way back to you: appreciation, or a commision, or money, or love. And you have to accept that you may put out a hundred things for every bottle that winds up coming back.”
In summary: twists and turns, rhythm, eye contact, body language, know when to use humour, keep to the point.
Finally, is it like going through a boring wedding album or did you make your audience jump off a plane?