He breaks down the pitch into a couple of key ideas:
YOUR WORK IS THE PRIZE
If you take away one thing from this whole episode it’s this: “Believing in your work is not a $%#!@ tactic.” If you’re not your own biggest fan, who else is going to be? Your work is the key piece of any pitch. You have to believe deep down that what you’re doing is what whoever you’re pitching needs. It’s not that they are giving you the opportunity to speak with them, it’s that you are giving them the opportunity to see something that they need. A small, but subtle, shift in your attitude going in can make a huge difference in the success of your pitch.
This of course relies on one thing: that your work is actually as good as you say it is. eROI has built a mini-empire based on being able to deliver work that’s as good or better than the huge promises we make.
BE DIFFERENT INSTEAD OF TRYING TO BE BETTER
One of my favorite things I’ve ever heard is someone saying “you’re never going to out-Amazon Amazon.” Meaning that you can’t build a huge network of goods and services, sell them super cheap online and take over the retail industry, because Amazon has already done it. You missed your chance. Make something that’s good, and that’s different than what anyone else is doing. That will make you stand out much more than trying to be incrementally better than someone else.
Get to the point, tell people what you can offer, and what you are expecting in return. Important people are busy and their time is their commodity. Don’t waste it.
Bring in data, graphs, evidence, anything really that can support what you’re pitching. There is a small portion of everyone’s brain that is afraid of change, and afraid of failure. Take away as many of those concerns as possible up front, and set yourself up for success down the road.