You have a big presentation around the corner. You have done your research and are ready to pitch idea. Edwin Miranda has a few do’s and don’ts for how your sales pitch should go.
1) Do you know the concerns your investors have? Do you have a plan for addressing those concerns? According to Edwin Miranda, failing to address concerns is one of the quickest ways to get them to say no. According to Edwin Miranda, your failure to address the elephant in the room is going to wear on their patience and time.
One mention is fine. Two or three mentions is another story altogether. That is when you need to stop the pitch and talk about what is bothering the investors. Your unwillingness to address issues is going tell them you do not care.
2) According to Edwin Miranda, defensiveness on your part is a bad sign. You need to hold it together and address the concerns in a rational way. There could be a good reason why they want to say no. Your job is to find out why. Telling them you do not agree out loud is a quick way to call the meeting to a close.
3) Try to be as entertaining as possible. That might be a challenge, depending on what the pitch is for. However, being boring is one of the reasons why some pitches do not move forward. According to Edwin Miranda, most sales pitches are unforgettable. That is why you need to change things up. I am not saying you have to put on the top hat and dance, but you need to give them a reason to stay.
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