Entrepreneurs need a ‘no guts, no glory’ ethos. To be an entrepreneur you have to see yourself as a pioneer, taking on risks and seeing gaps in the market where no one else can. In short, you need a backbone of steel to live a life of constant setbacks, having to brush yourself off and starting again. It’s not for the faint of heart, that’s for sure.

So when it comes to pitching meetings, what should your approach be? The only way you can make a splash as opposed to a drop is by aiming to blow their socks off. Pull out all the stops, have a make or break attitude and pour your heart and soul out in that brief meeting.

Focus on Substance

Before you create any bells and whistles for your presentation, focus purely on content. Having a clear list of objectives and topics you want to cover, will give you clarity about your own project. If the investors, distributors or buyers need to ask you these following questions, chances are your presentation was lacking detail.

• What is the marketplace for your product or service? Your answer needs to explain what the consumer sentiment is, i.e. is there a viable supply and demand? What other brands would you be competing with?
• Who is the product or service aimed at? There are very few items that are marketed to a broad consumer. The smartphone is an example but unless you’re aiming for the masses, you need to paint a clear picture of the key demographic.
• What are the key features that set your product or service apart from the competition? Is there room for future development i.e. what does the life cycle look like?

Making an Example

During the pitch, you cannot rely on a video showcase of your product or service. The potential clients want to see it in action. It’s imperative that you have the props and equipment you need to showcase the key features of what you’re trying to sell them or ask an investment for. This will require you to rehearse many times so everything goes smoothly on the day. It’s gusty but it just might work to pull one of the audience out to use your product. This way they get a firsthand experience and the rest of the room has their doubts put to rest.

Making a Show of It

Entering into the room, the clients should feel as if they have been transported to your headquarters where all the magic happens. A bold show of brand force should be on display with holographic effects of your logo, mascot or your product. It gives your guests a lively 3D model which they can examine from multiple angles without having to get off their chair. Music should fill the room but not overpower it. A short promotional video should be playing on a loop while your guests sit and get comfortable.

A pitch meeting can be quite scary. You’re meeting with people that are more successful than you and they’ve seen so many people in your position. But if you aim to blow their socks off by giving them an experience they won’t forget over the weekend, you will have done your job.