Don’t Just Pitch

Pitching customers, investors and partners is a fact of life. If nobody finds your elevator pitch interesting, then you have a problem.

But the goal of an elevator pitch ain’t to please everyone. The goal is to quickly find out who’s interested and who ain’t.

If there is some initial interest, many people continue. They keep pitching for 5 minutes. 30 minutes. 60 minutes. As long as possible. Because they’ve been practicing their pitch. They’ve memorized every point. This is their chance to talk about all the features.

But what if the other party is truly interested? They will interrupt. With questions. With feedback. With objections. Because they are engaged.

Don’t ignore them.

Listen.

Observe.

Engage.

Stop pitching and have a conversation.

Tytus Michalski