The Pitch Episode 55: Don’t Beat Around the Bush

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Directness in pitching is a huge asset. Learn how to reverse the intro, background or fluff with who, what, when, where and why to get to the point quicker.

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I’m a pretty direct person, sometimes so direct, my intensity scares people off in social settings, but in pitching it’s a huge asset. Journalists can’t stand it when someone is “beating around the bush” on a pitch. In the first few sentences they want to know who, what, when, where and why. Leading off with a pitch that gives an overview of the issue, such as how the environment is being impacted by plastic waste, is a waste of their time. They would prefer that you lead off with exactly what you are pitching; such as: this company out of Israel is the first to figure out how to recycle flexible plastic through composting. Before you pitch, write out your pitch then reverse the intro, background or fluff with the who, what, when, where and why to get to the point quicker. “The Pitch” challenge today: practice your pitch with your phone’s stopwatch. Get your pitch down to a true “elevator pitch” of 30-45 seconds. Directness goes hand-and-hand with confidence so keep practicing until it’s comfortable and your pitch confidently conveys what you are trying to accomplish. And save that chit chat for your next family gathering or cocktail party.

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