Scale Up Your Business Podcast
Presenting, Persuading And Winning Deals
Pitching is an essential skill you should have not just in your business, but also in your life.
Today on the Scale Up Your Business Podcast, Nick highlights the key lessons about pitching he learned from two of his favourite books: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff & Influence: The Psychology of Persuasion by Dr Robert Cialdini.
It’s hard to stand out from the competition and get your target audience’s attention. You must exude credibility, authority, and trustworthiness. Various frameworks are discussed which you can base on, so you improve how you pitch and present what you’re selling, whether it be ideas, products, or services. Learn about the 6 Laws of Human Behaviour, the STRONG framework, and the 6 pitching floors you should avoid when you tune in.
When you fully understand what you want with your business, it’s easier to pitch. You just need to harness that high energy and let your passion come across.
6 Laws of Human Behaviour:
Reciprocity – once you have given value to someone, there’s a feeling that they need to return a favour.
Scarcity – If you know that there only a limited number of supplies of a thing you want, you’re going to want it more.
Authority – People will follow the lead of knowledgeable experts.
Consistency – People like leaders who are consistent with what they have said or done.
Liking – People say yes to the people that they like.
Consensus – When people are uncertain with their decisions, they follow what other people do.
STRONG framework that Oren Klaff uses:
Set the Frame.
Tell your story. Storytelling is the best way to make your audience interested and engaged.
Reveal the intrigue. Alongside the storytelling, create something that will make them go back for more of what you’re offering.
Offer the nail.
Nail the hook point.
Get the deal.
6 Pitching Flaws:
Don’t talk too much and certainly don’t waffle and go off on tangents.
Don’t be too vague and fuzzy. Be specific.
Never stay needy.
Don’t make your pitches similar to other pitches.
Prepare for your audience.
“People think of pitching as often you’re trying to get someone to buy from you. Pitching is much more than that. It’s how you present who you are, what you do, what you believe in, or what your greater mission is.”
“It’s much easier for someone to buy into you if you create something on the side which brings the attention back.”
“Rapport-building – in the context of everything – is a powerful thing.”
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
Influence: The Psychology of Persuasion by Dr Robert Cialdini
ABOUT THE HOST
My name is Nick Bradley. I’m an entrepreneur, author, speaker and investor.
My background is in growing and scaling VC, and Private Equity backed businesses.
Having successfully built, bought and sold a number of companies, and removed myself from day-to-day operations, my focus now is on helping entrepreneurs get to where they want to be, in business and in life. As well as investing in growth businesses and backing turnarounds - with the ultimate aim of creating value from significant capital events.
I’m passionate about personal and professional development - showing up and being the best version of myself ... every day.
My bigger vision is to help bring entrepreneurial skills, experience and mindset to people in developing nations - so they can follow their dreams, live life more on their terms - utilising entrepreneurship as a global force for good.