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.

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KEY TAKEAWAYS

• 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.
  • Go slow.
  • Don’t make your pitches similar to other pitches.
  • Prepare for your audience.

BEST MOMENTS

• “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.”

VALUABLE RESOURCES

• 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

Nick Bradley is a renowned entrepreneur, investor, speaker, and business growth expert.

His background is growing and scaling Venture Capital and Private Equity backed businesses globally. Over the last decade, he has completed 117 acquisitions and 25 business exits with a combined valuation of over $5bn dollars.

His mission is to help business founders build valuable businesses and create life-changing exits so they can realise freedom, wealth, and impact. 

CONTACT METHOD

Nick’s Facebook page: https://scaleup.vip/FB  
Nick’s LinkedIn: https://scaleup.vip/LI  
Nick's Instagram: https://scaleup.vip/IG  
Scale Up Your Business, coaching/consulting: https://suyb.global